Request for Proposal (RFP)
Strategic Business Development Contractor (Hybrid, Midwest Based)
About Santos McLeese
Santos McLeese, LLC is certified by the U.S. Small Business Administration as a Woman-owned Small Business (WOSB) and in the Illinois Procurement Gateway, Illinois State Set-Aside, and the Business Enterprise Program as a Woman and Minority Business Enterprise. The firm carries a national and international portfolio from its Illinois-based headquarters. Specializing in Brand Strategy, Corporate Communication, and Facilitation services, Stefanie Santos McLeese, Owner/Founder/CEO, leads client solutions either through senior fractional, project-based support or by scaling her team to deliver boutique firm support, and always in direct alignment with client business objectives. Clients typically engage Santos McLeese to support senior leaders and organizations navigating change, growth, and high-stakes evolution.
At Santos McLeese, we believe:
• Data drives creative brand and communication solutions with measurable business results.
• Conscious, heart-centered leadership fosters impactful collaboration at all levels.
• Authentic, purpose-driven brands and leaders always win.
Our brand promise is to come alongside our clients as a true business partner—helping them clearly articulate and live their brand with authenticity and integrity, multiplying business value now and in the future.
Who We Serve (Our Ideal Client Profiles)
Our primary clients are enterprise and growth-stage organizations experiencing moments of transition where clarity, trust, and leadership alignment are critical.
Primary ICPs include:
• National and global enterprise leaders (CMO, CCO, CPO, VP-level and above) navigating mergers, acquisitions, reorganizations, leadership changes, market expansion, or reputational risk.
• Founders and CEOs of growth-stage companies (~$5M+ annual revenue) who need to clarify their narrative, strengthen executive presence, and lead with confidence as their organizations scale.
• Organizations investing in leadership communication, culture, storytelling, and facilitation to drive business alignment and long-term brand equity.
Our business model is high-trust and relationship-driven. We prioritize fit, timing, and strategic alignment over lead volume.
The Opportunity
We are seeking a senior, strategic business development partner for a contract-based engagement to develop, operationalize, and implement a business development plan that converts our trusted network and brand equity into new business. This engagement blends strategic thinking with hands-on execution. We are intentionally open to a project-based or fractional structure and expect this role to evolve as the strategy matures.
Primary Objectives (Initial 30-60 Days)
• Translate our Ideal Client Profiles (ICPs) into a clear, relationship-driven business development strategy.
• Map Santos McLeese offerings to buyer triggers, decision-makers, and moments of need.
• Design and test a human-first funnel aligned with enterprise and executive buying behavior.
• Support and refine positioning and messaging for LinkedIn, outbound outreach, and referrals.
• Establish a practical business development rhythm that balances structure with judgment.
Secondary Objectives
Secondary areas of focus may include the following, depending on capacity and timing:
• Strategic oversight and optimization of HubSpot as our CRM (segmentation, pipeline visibility, reporting).
• Exploration of public-sector and set-aside contracting opportunities, including future Illinois state agency and federal government contracts, as part of a longer-term growth strategy.
Scope of Responsibilities
• Identify, research, and prioritize prospective clients and opportunities aligned with our ICPs.
• Craft thoughtful, personalized outreach across LinkedIn, email, and relationship-based channels, especially after the team meets prospective clients at networking events.
• Qualify inbound and outbound opportunities based on fit, timing, budget, and decision-making structure.
• Maintain accurate, up-to-date pipeline records and insights within HubSpot.
• Collaborate closely with the Santos McLeese team to refine messaging and outreach strategy.
• Provide regular insight into pipeline health, trends, and strategic opportunities.
• Contribute market intelligence to continuously refine ICPs and business development strategy.
What Success Looks Like in the First 60 Days
At the 60-day mark, success in this engagement will be defined less by volume and more by strategic clarity, quality of opportunity, and confidence in the direction forward.
• Clear ICP-to-Growth Alignment: Our Ideal Client Profiles are translated into a practical, shared business development framework, with clarity on who we are actively pursuing, who we are deprioritizing, and the buyer triggers and decision-makers that matter most.
• A Relationship-Driven Business Development System: A human-first, relationship-based funnel is designed, tested, and documented, reflecting how Santos McLeese wins work.
• Strategic Use of HubSpot: HubSpot is organized to support insight and judgment rather than over-automation, with segmentation, pipeline stages, and reporting aligned to ICPs and offerings.
• Stronger, More Intentional Conversations (leveraging LinkedIn and email campaigns): Outreach and early conversations demonstrate clearer positioning, stronger narrative alignment, and a clear understanding of when and why to engage Santos McLeese.
• Momentum With Discernment: A small number of well-aligned, high-quality opportunities are in motion, and there is shared confidence in what is working, what needs adjustment, and the recommended path forward.
At the end of 60 days, we should feel more focused—not busier; more intentional—not reactive; and confident that we are building the right pipeline, not simply a full one.
Ideal Background & Qualifications
• Proven experience in strategic business development, consulting, or advisory services (references required).
• Comfort working with senior executives and decision-makers.
• Strong writing and communication skills; able to articulate value clearly and concisely.
• Experience using HubSpot or similar CRM tools in a strategic (not purely administrative) capacity.
• Ability to operate independently, exercise judgment, and navigate ambiguity.
• Relationship-driven mindset aligned with trust-based, high-value client engagement.
Engagement Structure & Compensation
This is a contract-based professional services engagement for a senior, strategic business development partner. Our compensation approach reflects our relationship-driven business model and emphasizes fit and measurable business outcomes over activity volume.
1. Professional Services Fee
The engagement will include a 60-day professional services fee to support strategic planning, positioning collaboration, pipeline development, and hands-on execution during the initial phase of the work. This fee reflects senior-level advisory contribution to build a sustainable business development system.
2. Performance-Based Incentives
In addition to the professional services fee, at the conclusion of 60-days, the Business Development Contractor will be eligible for contract renewal and performance-based incentives tied to net new revenue directly sourced and supported through their efforts.
10% of net collected revenue for the first 3 months of a new client relationship
6% of net collected revenue for months 3–6 of the same client relationship
Incentives apply to new clients
Incentives are calculated on fees invoiced and collected
3. Growth Pathway
For the right contractor, this engagement may evolve over time to include expanded scope, revised compensation, or deeper strategic alignment, subject to mutual agreement.
Additional Notes
Santos McLeese, LLC retains final authority over pricing, scope, client acceptance, and brand representation.
How to Respond
Interested candidates may respond with:
• A brief proposal outlining their recommended 60-day approach + 6-month implementation recommendation with professional services fee and implementation budget recommendation.
• A resume accompanied by a short narrative describing relevant experience and perspective.
• Three professional references from current or former clients where the same type of work has been performed.
Please submit materials to stefanie@santosmcleese.com and CC hannah@santosmcleese.com with the subject line: Candidate + [Your Name].