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Do this: To shift from freelancer to a Business owner

6 Pillars of Business Development

Author

Diksha Kalra
December 20, 2025

If you look at freelancing, on the surface, it is finding clients and working in your time and space and getting paid for it. Repeating this cycle is what freelancing is but sustaining this cycle for a long run is what makes it a business. 

Hence, it becomes essential to work on your business development from Day 1 of freelancing.

Business development is what changes freelancing from random gigs into a predictable business. 

Sounds something that you wanna know more about? Let’s discuss this in detail.

Here’s are 6 pillars that makes it a business development system:

1. Positioning

If you’ve read my previous issues then you would know how much I insist on this. Because I truly believe that right positioning can do wonders for you. 

Here is in depth issues on positioning: It’s all about Positioning Part-1 and Part-2.

But I wanna say for now, is, if you are facing a low pricing problem then you have to work on the positioning.

2. Lead Generation 

How do potential clients discover you consistently?

Do you have an answer to this question? If no, then your business development is too weak.

There are different ways for lead generation but nothing beats outreach and social capital. 

Be on at least one platform where you are constantly putting yourself out there to be discovered by your potential clients.

Business development helps you design a lead system that works even when you’re busy delivering work.

3. Sales & Conversion 

This is where income leaks happen quietly.

Weak sales looks like:

  • Undercharging

  • Overexplaining

  • Sending vague proposals

  • Accepting unclear scopes

Strong sales looks like:

  • Structured discovery calls

  • Clear qualification

  • Confident pricing

  • Defined outcomes

Our work doesn’t end at just finding a lead. Learning the art to convert them is also a part of BD.

4. Client Experience & Delivery 

Delivery isn’t just doing the work.

It includes:

  • How you onboard clients

  • How you communicate objections

  • How you manage scope

  • How you close projects

This pillar determines:

  • Repeat business

  • Retainers

  • Referrals

  • Testimonials

A great client experience can grow your business faster than any marketing tactic.

5. Retention & Expansion

New clients feel exciting.
Existing clients are profitable.

Retention means:

  • Ongoing work

  • Upsells

  • Long-term relationships

  • Fewer sales calls

If you’re constantly starting from zero, business development isn’t failing, you’re just skipping this pillar.

6. Systems & Operations

Systems include:

  • How you track leads

  • How you manage projects

  • How structured is your operation system

  • How you protect your time

If up until now, you were treating it as a side hustle or side gig and want to turn it into a full-time business then this is your clue to get started.

Hope you find it helpful. Drop your questions, if any, by replying to this email. 

I’ll see you next Saturday with an edition of Unpack with Me. 

More at: 

P.S. I’m answering a few questions via Loom in 2026.

If you’re stuck at a specific point in your freelancing business, reply with one clear question (plus 2–3 lines of context) and I’ll answer it for you.