BUSINESS DEVELOPMENT CONSULTING
RELATIONSHIPS INTO REVENUE
The right relationships. Built before the opportunity.
Shaw Enterprises helps select firms build trusted relationships with the owners, developers, and decision-makers they want to serve, before a project reaches the bid stage.
We learn your business, strengthen existing connections, and build new relationships in-person. When the time is right, we bring your leadership into a conversation with context, trust, and a reason to meet.
One firm per agreed specialty.
Executive introductions with preparation behind them.
Consistent follow-through.
Pipeline Development
Clients seek Shaw when strategically preparing for pipelines.
Your team delivers today. Shaw builds for tomorrow.
While your team focuses on current projects, Shaw develops the relationships behind future work.
We strengthen existing connections, open new conversations, and stay engaged to understand where your capabilities meet a client’s needs. Through in-person meetings and consistent follow-through, we learn what decision-makers are planning, what matters to them, and who they trust to help.
When an opportunity begins to take shape, your firm is part of the conversation, with a relationship already established and your leadership prepared to build on it.
Before the RFP. Before the bid. Often before the project takes shape.
Digital Outreach Opens the Door. In-Person Connection Earns the Trust.
Access opens doors. Trust drives business.
We connect your leadership with the right decision-makers and the intelligence to make every conversation count. You arrive knowing their priorities, how they choose partners, and where your firm can deliver value.
We stay engaged beyond the introduction, cultivating the relationships that earn trust, create opportunities, and sustain long-term growth.
Business development is human before it is transactional.
Existing networks hold untapped potential. Shaw helps to identify which relationships to strengthen, which to reactivate, and which can connect your firm to new markets.
Four Levels of Business Development
Level 1 · Strengthen
Existing relationships with active projects.
Stay close to current clients and partners. Understand what is changing in their business and where there may be more work to do together.
Level 2 · Re-engage
Existing relationships with inactive projects.
Reconnect with past clients and contacts you have not spoken with recently. We find out what has changed and whether there is a reason to work together again.
Level 3 · Expand
New relationships in current channels.
Meet additional owners, decision-makers, and referral partners in markets already known.
Level 4 · Explore
New relationships in new channels.
Build connections in a new market or sector, with a defined objective and a plan for reaching the right people.
First, we learn your business.
Before we represent your firm, we immerse ourselves in it.
The first 30 days go beyond research. We work closely with your leadership and team, absorbing the technical details, language, and nuances that make your business distinct. We learn what resonates with clients, what you can deliver, and why the right client chooses you.
Together:
- we define the work you want to win
- the decision-makers who matter
- the relationships worth developing.
We align on leadership involvement, investment, and measures of progress.
This depth of understanding is essential to representing your firm accurately, earning credibility, and securing relationships that build qualified pipelines.
Your network. Our network. The people we have yet to meet.
We develop relationships from three sources, split into silos.
1. Your existing relationships
Clients, former clients, professional contacts, and people your team already knows.
2. Shaw’s relationships
Established connections who may be relevant to your business and growth plans.
3. New relationships
People we meet through research, conferences, referrals, and direct outreach.
Every relationship has a recorded silo source, a business development level, a value rating, and an assigned strategic follow-through. You can see where the relationship began, where it stands, and what happens next.
We look beyond the person making the decision.
For each market focus, we build three target lists.
- Direct prospects, including the owners, developers, end users, and other decision-makers you want to serve.
- A first referral network of professionals who work with those prospects.
- A second referral network based on how those prospects find partners, secure funding, or participate in their communities.
Depending on the market, those networks might include architects, advisors, investors, funding sources, or charitable organizations.
Sometimes the most useful first conversation is with someone who already knows the person you want to meet.
Five+ Meetings. One Relationship Built to Last.
Five+ Meetings From Introduction to Contract
Trust takes more than one meeting.
Our five-plus-meeting pathway gives relationship development a structure. Each stage helps us understand whether there is a reason to continue and when your leadership should join the conversation.
- 1 - Intro - A first conversation to establish who we are and where interests meet.
- 2 - Discovery - Understand the owner’s priorities, challenges, and how they choose partners.
- 3 - Foundation - Build the relationship and discern fit on both sides early.
- 4 - Leadership - Bring your executive team into a prepared introduction, where the relationship transfers to your leadership.
- 5 - Ongoing - Continue the relationship through project or contract acquisition.
Why the fourth meeting matters. In a study of 362 buyer–salesperson pairs, loyalty to the individual salesperson was what directly drove sales growth, and the researchers warn that business is at risk when that is the only loyalty. Bringing your leadership into the relationship builds loyalty to your company as well.
Processes Can Be Copied. People Cannot.
The structure multiplies the relationships. The people earn the trust.
Any firm can borrow a method, a template, or a target list. What it cannot borrow is the person across the table: the presence, the energy, and the ability to connect with genuine intention.
In a world of polished personas and automated messages, authentic connection stands out. Owners and developers notice who listens, who serves, and who arrives with real purpose. That is where trust begins, and trust is what every lasting relationship is built on.
The human being is the differentiator, and it is the one thing no process can replicate.
People are the most valued asset of any business. Shaw Enterprises brings that asset to yours: a person who represents your company with care, builds relationships with integrity, and carries the trust earned back into your leadership team.
Leadership
Led by Authentic Connection and Strategic, Genuine Intent
Shaw Enterprises is led by Britney Valas and is a business development consulting firm that transforms verticals, strategic initiatives, and revenue through genuine, strategic relationship development. With more than 20 years of experience across business ownership, national partnerships, sales strategy, and operations, she brings commercial judgment, discernment, and disciplined execution to high-value growth initiatives.
Britney’s work centers on purposeful, in-person engagement with decision-makers, strategic partners, and referral sources. She identifies alignment, earns trust, creates access, and advances qualified opportunities toward projects and measurable revenue.
Her work has doubled closed sales within one month through sales-process redesign, tripled client acquisition through targeted conference strategy, and developed substantial pipelines across industrial, hospitality, healthcare, and mixed-use sectors.
Through Shaw Enterprises, she transforms authentic relationships into qualified pipelines, executed projects, and sustainable revenue.
Case Study
Five pipelines of potential opportunity, built from scratch for a client, in person, in under 18 months.
1 · Shaw builds
The relationships, and the pipeline of qualified opportunity that grows from them. Those relationships continue, opening extended opportunities over time.
2 · The client converts
Closing depends on the client’s capacity to execute and the sales team’s ability to close.
3 · The pieces align
Financing, timing, approvals, and partner decisions all have to fall into place.
The Relationship Is the Reference
Ashley Bowers - Chief Business Officer, Willmeng Construction Inc.
"Throughout her time at Willmeng, Britney brought a unique combination of strategic thinking, relationship-building, and operational insight. She has an exceptional ability to understand complex business challenges, recognize opportunities, and connect people in ways that create long-term value. During her time with our organization, she cultivated meaningful relationships across the development, architecture, engineering, construction, healthcare, hospitality, industrial, and mixed-use sectors. She approaches partnership development the way few people do—patiently, strategically, and with a genuine relationship-first mindset that connects developers, architects, engineers, and end users into long-term opportunities rather than one-off transactions.
What stands out most about Britney is her character. She is thoughtful, high in integrity, and consistently kind, treating everyone she works with, from executives to project teams to outside partners, with the same genuine respect. She brings discipline and clarity to execute the work necessary to move opportunities forward. Her broad professional experience allows her to recognize patterns quickly, ask insightful questions, and approach challenges from perspectives others may not immediately consider.
I recommend Britney without reservation for leadership, business development, partnership, or strategic growth roles. Any organization would benefit from her professionalism, relationship-building abilities, business acumen, and unwavering integrity. I am confident she will make a meaningful impact wherever her career takes her next."
Lauren Fitzpatrick Shanks - Founder & CEO, KeepWol
"Britney has a natural ability to bring people together, cultivate meaningful relationships, and turn shared visions into opportunities for collaboration and impact. During my time serving on the Board of Directors for Empower You, I had the opportunity to experience firsthand her passion for connecting people, her commitment to building authentic relationships, and her ability to engage others around a common purpose. Britney approaches her work with intentionality, creativity, and a genuine desire to see others succeed. Her relationship-centered approach is a valuable asset to any organization looking to expand its network, strengthen strategic partnerships, and create opportunities for sustainable growth."
Natalia Guzman - Developer, Principal, REDLAA
"Britney has a gift for connecting people. She's approachable, genuinely attentive, and she's creative about finding solutions to make business possible. She would bring positive energy and immediate impact to any team."
Marvin Nez - Business Development, Director of Native American Construction, Pimmex Contracting Corp
"Britney has the business acumen and the talent that is second to none when she is connecting people. She is a 'one of a kind' business developer."
Brian Pearson - Facility Director/Transit Director, Siouxland Interstate Metropolitan Planning Council (SIMPCO)
"Britney is a top-notch professional and will go to great lengths to get projects done. She finds formidable solutions and will execute to proven results."