Dinner clubs, dive bars and deals: Ditching cold calls for connections

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NOVEMBER 2025 | When I set out to build a new business engine from the ground up in one of the country’s most competitive accounting markets, I knew I needed to lead with intentionality. That meant tapping into my network, curating connection points that felt authentic, and helping others both in and outside my organization grow in the process.

One year in, this approach has generated seven figures in revenue, forged relationships that are built to last, and put Bennett Thrasher on the map as the middle-market M&A accounting firm to know in Dallas.

Here’s how I approach business development differently and why it works.

Start with strategy, not cold calls

From day one, I set out to build a scalable, relationship-focused sales strategy. It’s easy to fall into the trap of chasing every opportunity. But the most effective growth comes when I’m laser-focused on the right relationships. For me, that means forming meaningful connections with key deal drivers who, like us, support clients navigating complex financial moments: attorneys, investment bankers, wealth advisors, and more. When they trust you, the referral opportunities follow. No cold calls or inbound leads needed.

Curate high-impact networking experiences

Everything’s bigger in Texas, but in a crowded M&A landscape, intentionality beats volume. I focus on creating memorable, high-impact connections that expand our presence in key industries and service lines while adding value for everyone in the room. That means curating exclusive groups and events that feel nothing like traditional networking, including:

• Blue Collar Millionaire Group: Monthly meetups for construction and manufacturing leaders
• Dutch Dinner Club: Intimate dinners with investment bankers and M&A leaders
• “Deal Strikers”: M&A leader bowling nights, co-hosted with Morgan Stanley
• “Dallas Dives”: M&A leader dive bar meetups
• Pickleball and tennis mixers, and even nights performing with my bandmates, who I’ve met through – you guessed it – networking

Build a biz dev culture from the inside out

This work goes beyond my own pipeline. I’m passionate about helping colleagues across departments build their personal brands and confidence in business development. I regularly coach our teams on how to network with intention, use LinkedIn strategically, and establish themselves as thought leaders. When a team shares a culture of curiosity and connection, it’s only natural to grow together.

 Align with a culture that lets you be bold

In a market as competitive and connected as Dallas, culture matters. Success here isn’t driven solely by transactions, but is built on trusted, long-term relationships. That’s why I’ve aligned myself with a fiercely independent firm that values innovation, allowing me to grow the business in a way that feels true to my instincts and to the way Dallas operates.

Supported by a culture that shares my values, the most meaningful wins come not just from closing deals but from building partnerships that attract top-tier talent, drive visibility, and create lasting impact.

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