Star Wars fans of all ages will head into theaters in the coming days to watch Star Wars: Rogue One. I have many favorite moments from this franchise, one of which is Yoda’s advice as he is training an exasperated Luke Skywalker. He tells him to “do or do not. There is no try.”
That’s tough talk from an alien dwarf with green pointy ears. But it’s a helpful motto as we reflect on our business development results for the year. Perhaps you exceeded expectations. Perhaps you fell short. Regardless, if you want to improve your performance in 2017, you might want to consider the degree to which you allowed excuses to get in the way of follow-through.
The excuse I hear most commonly when it comes to business development is, “I’m too busy." Certainly, it’s a reasonable one. You have to keep your clients happy and their needs can be consuming, but the truth is it only takes a minute to schedule a lunch with a key relationship. It only takes a few seconds to ask a client if there is anything further you can do to help them. If we are honest about it, we do have the time. What we lack is the discipline to think through and implement our business development plans.
So, as the days grow even shorter and things quiet down in the office over the next few weeks, I encourage you to consider your plans for 2017. What will you do differently? How will you overcome the excuses that kept you from your full potential this year? Don’t just rely on the Force. If 2016 was the year of “try,” make sure you “do” what needs to be done in the New Year.