Changing the game for the services sector.

Through customized training and coaching, we empower billable and non-billable service professionals to build relationships, deepen client loyalty, and drive scalable growth for their firms.

We activate service professionals to contribute more to lead generation.

How It Works


Our training and coaching solutions tackle the common challenges service firms face in an increasingly commoditized market, including:

  • Scalable revenue growth
  • Differentiation from competition
  • Enhancing client loyalty
  • Lack of fresh lead generation approaches


First, what we DON’T do is sales training for business developers or services delivery rainmakers.

Instead, we focus our training and coaching on relationship training for consulting and billable staff — those who spend considerable time with your clients and are your “eyes and ears” on the front line every day.

You’ll be pleased with the results.


Our facilitators and consultants are seasoned business leaders who bring real world experiences plus two essential characteristics to all training and coaching engagements:

We have walked in the shoes of our students as billable consultants and subject matters experts, navigating tough client situations, producing robust deliverables, meeting tight deadlines and aggressive utilization targets, and we’ve “made rain,” selling millions of dollars worth of services during our careers.

We quickly understands your business landscape, drivers, firm practices, and hot buttons. In short, we speak your language.


Managing Partner, Gray Matters Group

David Ryan founded Gray Matters Group in 2002 to address the most pressing issues within the services sector: scalable growth, differentiation, client loyalty, and lack of qualified leads. He knew there was a better way to help services firms accelerate the build out and performance of their revenue generating capabilities.

He leveraged more than twenty five years of experience across business development, marketing, operations, and executive management to develop Relationship Xpansion (Rx) — one of the industry’s most effective training and coaching programs for billable professionals.

Through Gray Matters, he has worked with some of the world’s most recognizable brands including Deloitte, JLL, Sidley Austin, United Health/Optum, CDW and West Monroe Partners, to name a few. He is a frequent speaker and writer on how professional services companies can enhance the performance of their revenue generation operations resulting in revenue growth, improved profitability, scalability, and increased client loyalty.

Professional Experience

After completing his MBA at Northwestern University’s Kellogg Graduate School of Management, David began his career with IBM where he excelled in numerous sales, marketing, and operations positions. Following his days with IBM, Mr. Ryan worked extensively in the professional services sector in both execution and leadership capacities across consulting, operations, and business development.

Prior to starting Gray Matters Group, David spent seven years as an Executive Committee member and SVP at The Revere Group, a leading technology and business consulting firm, responsible for the build out of Revere’s overall “go-to-market” strategy and processes.

David has traveled extensively through Europe, Australia, New Zealand and Southeast Asia. In addition, he holds board and advisory positions with The Cara Program and Old St. Patrick’s Church.

David received his Bachelor of Science in Business from Miami University. He resides in Chicago with his wife and twin daughters.


Affiliated Partner, Gray Matters Group

Brian Caffarelli is an independent consultant and affiliated partner with Gray Matters Group. Brian helps his clients develop sales effectiveness strategies, marketing and “go-to-market” initiatives. He works with clients in health care, human resources, and professional services fields, providing a variety of marketing and sales-related services, including lead generation, marketing communications, sales management, sales training, and sales coaching.

Brian enjoyed a twenty-three year career with Hewitt Associates, one of the world’s largest human resources services firms. He served in several key executive and business development positions.

  • He served on Hewitt’s nine-member executive committee for nearly a decade.
  • He led Hewitt’s global benefit outsourcing sales force, developed the company’s sales training curriculum and led training of more than 500 salespeople and client relationship managers.
  • He led the firm’s product development group and managed a global team of 300 product development specialists and technology professionals that created Hewitt’s market leading benefit outsourcing services.
    He was an instrumental member of the core team that spearheaded Hewitt’s initial public offering in 2004, and he served as the Chairman of the firm’s Stockholder’s Committee.

Most recently, Brian spent two years with Chicago 2016, working full-time to bring the 2016 Summer Olympic Games to Chicago.

  • He was responsible for developing Chicago’s Olympic hospitality brand and for developing Chicago’s Olympic accommodation strategies and housing programs.
  • He spearheaded Chicago’s unique Olympic Fellowship program that provides retired Olympians with four-year educational fellowships at selected national universities.

Brian is a member of the board of directors of World Chicago and the board of trustees for St. Martin de Porres High School in Waukegan, Illinois. He is an adjunct faculty member of the Lake Forest Graduate School of Management and a frequent guest lecturer at the Northwestern University Center for Leadership and Organizational Change.

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