I know you’ve heard it before – good business developers allocate significant time to business development. They take the time to think strategically, to take contacts to dinner, to send thoughtful touch-point emails, to research, and to partner with their respective in house marketing/business development professionals in order to ensure success. The common mindset is: “If I spend 90 hours per week working, maybe I’ll make more money and get enough ahead.” You need to MAKE TIME for business development. Think about the future. Your future business will not magically appear or create itself through your single-minded devotion to the current work. We suggest that you schedule time on your calendar for business development activities. And don’t ignore the reminder! Stop and actually take the steps necessary to bring your business development ideas to fruition.
Peter Johnson is founder and principal of Law Practice Consultants, LLC of Newton, MA. Law Practice Consultants offers consulting, coaching and training services that help law firms respond to the challenges of today’s highly competitive legal marketplace. For more information visit www.lawpracticeconsultants.com.