Outsourced business development for startups: how it works and when it’s worth it
What an outsourced business development partner actually does, how it fits with your own sales, and the signs it’s the right move for your startup.
Most founders I meet can sell. They do it every time they pitch an investor or explain the product to a customer. What they can’t do is find the time to sell consistently, every week, while also running the company. That gap is what outsourced business development fills.
What it actually involves
A target list. The companies and people most likely to buy, built around your best customers, not bought in bulk.
A reason to talk. Spotting moments that make a conversation relevant now: a new funding round, a key hire, a launch, a new market.
Outreach written for each person. Short, specific messages, sent from your email or from the partner’s, depending on what suits you.
Introductions and partnerships. Warm routes in through investors, partners and the partner’s own network.
A pipeline you can see. Who replied, which meetings are booked, what happened next, reviewed together every month.
How it fits with your own sales
The partner opens the doors. You, or your team, usually take the conversation from there, because buyers want to speak to the people who will deliver. A good partner hands over meetings with context: who they are, why they replied and what they care about.
Approval matters too. Nothing should go out in your name or about your company without you seeing it first. That’s how we run it: every message is approved before it’s sent.
Signs it’s worth it
You know who your customer is, but you’re not speaking to enough of them.
Your pipeline depends on referrals and the occasional inbound enquiry.
You’ve raised and need to show traction before you’re ready to hire a sales team.
You have a product people already buy and want more of the right conversations.
When it isn’t
If you can’t yet explain who buys and why, outreach will struggle, because there’s nothing sharp to say. Settle the positioning first. And if your offer is still changing month to month, wait until it settles.
Our Growth & BD Partner service is 20 hours of senior business development a month from £1,500, run in your tools or ours, until you hire your own Head of Growth, at which point we help you hire and hand over.
Common questions
What does an outsourced business development partner do?
They build a target list of the companies most likely to buy, find a timely reason to get in touch, write outreach for each person, open doors through introductions and partnerships, and track replies and meetings in a pipeline you review together.
Will the outreach be sent from my email?
It can be. Outreach can run from your own email, CRM and tools, or through the partner. Either way, nothing should be sent without your approval.
How much does outsourced business development cost?
At Kyndra, the Growth & BD Partner service is from £1,500 a month for 20 hours of senior business development, with a 30-day minimum.
When is a startup ready for outsourced business development?
When you know who your customer is and can explain why they buy, but aren’t speaking to enough of them consistently.
Need pipeline, not just posts?
20 hours a month of senior business development: target lists, outreach, introductions and pitch support, from your own email and tools or through Kyndra.
From £1,500 per month