No Time For Business Development?

How often do put business development off because there's not enough time? Do you know how much time will it take (to do the things you need to be doing)?

This came up in a recent Life & Law Podcast Episode (with the amazing Marianne Lee, CPC ). And it's something I want you to devote just a minute or two to think about.

Because most lawyers don't know the answer to that question.

Although they know that business development means marketing, networking and selling, they haven't given enough thought to which strategies they should use.

And you know what happens when you don't put thought into it?

Your brain starts thinking "I should do more" (of whatever your colleagues are doing). And that quickly translates into "I need to be doing it all."

Business development becomes a vague concept you can't quite get your hands around.

It's overwhelming. And you start to believe you don't have the time.

But the truth is...

You can make the time.

Once you know which strategies you want to utilize, how you want to utilize them and where best to utilize them, you'll know how much time you need.

You don't need to do everything everyone else does - just one or two things (well). Which - I promise - won't take up as much time as you believe.

Choose something that you're good at and enjoy. And keep doing it (consistency is key).

You're a business owner.

Too many attorneys think of business development as a necessary evil. Because you don't include it as part of being a lawyer.

But it is. Just like:

• Being a coach (what I do now) isn't only about coaching but also includes online marketing, selling and networking.
• Owning a local business isn't only about selling your goods (you must also advertise, market and sell).

There's more to being a private practice lawyer than giving clients advice.

You’re a business owner (regardless of whether you're a solo practitioner, part of a small firm or in Big Law). Act like one.

Not sure how to pick the right strategies?

3 Tips For Choosing The Right Business Development Strategies

Tip #1: Pick ONE main marketing strategy that plays to your strengths.

Business development is mostly about building relationships in an authentic way. And you start by establishing know-like-trust through your marketing strategies. Lead with your strengths within your marketing (and do something you actually enjoy).

Not only will it make marketing more enjoyable but you'll be more attractive that way.

And you're more likely to be consistent.

Tip #2: Narrow your networking.

Since business development is primarily about building relationships, networking must be included as part of your overall strategy.?

But networking can be done in many ways.

You can:

• Speak at conferences (which is a way to market yourself), and then network primarily at those conferences.
• Join 1 or 2 relevant professional associations and network at their meetings.
• Network with current/past clients and ask for referrals.
• Network internally (if at a big firm) for cross-collaborative opportunities.

These are just a starting point.

Pick one thing that feels good to you and be consistent (and build from there).

Here’s an inspiring truth: I built a practice from scratch to $1MM in about 2 years (and grew to over $2.5MM from there) primarily through networking.

Networking is the most important thing you can do. Which brings me to tip #3…

Tip #3: Build follow-up into your calendar.

Follow-up is the secret to success (that most lawyers are terrible at).

Having a simple follow-up system is an incredibly simple thing that will put you ahead of virtually everyone else. And it will make it manageable.

Bonus tip: don’t follow up with everyone you meet. Narrow it down to those who truly make sense given their relevancy to your practice and the likelihood they'll actually send you business/referrals.

Ready To Grow Your Business?

I have two things for you:

#1: Improve Client Development ROI Workshop.

In this free online training, you’ll learn the keys to building a profitable practice without burning out. Gain access to this free workshop >>>here .

#2: Client Development Blueprint

Get my tested-and-proven steps for how to grow your business to $1MM+ without stress or overwhelm here (this is a written step-by-step resource).