It’s December. You need a break. Besides, your clients and prospects are generally unresponsive as they focus on internal year-end deadlines (and holiday party hangover recovery). Might as well put your business development on hold until next year, right?
Well, sort of. It’s true that you won’t gain significant traction on most of your pursuits over the holidays, but the prudent business developer takes advantage of December downtime by focusing on strategy. Meet with your team to flesh out a game plan for Q1 2017. The calmer office atmosphere offers you the freedom to take a step back and evaluate your opportunities from an elevated perspective without the usual distractions.
Use this meeting to review your top revenue sources for the past year and identify the types of clients you should seek out in 2017. This approach might require shifting your marketing strategy. Consider running a SWOT analysis of your practice or your department so you can identify long-term changes that will bolster your results in Q1.
Remember, once January arrives, you will have precious little time for planning. Use December to improve your aim so that when you take your shot in January, you hit your target.