Senior business development without the senior salary.
Groundwork is fractional business development for property management companies: a CAM-experienced BD lead who prospects, qualifies, and books the meetings — then hands your principal a board that’s ready to talk. Forty conversations a month, one metro, one firm.
Prospecting, the part nobody in your office has time for.
Your best closer is also running operations. Groundwork takes the top of the funnel — research, outreach, follow-up, qualification — and delivers a calendar of meetings with boards that fit your portfolio and are actually in motion.
Qualification that respects your time.
Doors, budget, contract date, decision process, and why they’re looking. If a board doesn’t clear the bar, you never hear about it. If it does, you get a brief before the meeting and a debrief after.
Handoff and follow-through.
Groundwork stays in the deal after the first meeting: proposal logistics, follow-up cadence, and the lost-deal post-mortem when it doesn’t go your way — so the next one does.
Scoped to your portfolio.
Every line below is included in the retainer. Nothing is added after you sign.
How it works.
Four steps, one accountable team. Timelines are scoped at the Strategic Review.
Ideal association profile, territory, and qualification bar.
Target list, messaging, and CRM.
Forty conversations a month; meetings on your calendar.
Briefs, follow-up, and post-mortems until the contract signs.
Plain answers.
No. One senior person who has worked in or around CAM, embedded with your team, working your metro only.
Twelve months, like everything else. BD compounds; the second half of the year is where the pipeline pays.
Usually we extend them. Groundwork handles the prospecting; your closer closes.