Most of us have it backwards. We tell ourselves some version of this story: “Once I make enough money or find that perfect mate or land that big client, I’ll be happy.” We believe that outer success will naturally lead to personal satisfaction....
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I've never much cared for rejection, yet I find myself on both ends of it every day. As a business developer, I am constantly reaching out to prospects and clients with the intention of creating new business opportunities. And as a business...
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It is often said that the only things you can truly count on are death and taxes, but when it comes to business development, there is another surety.
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As you claw your way up the firm ladder, you will encounter numerous obstacles. Some are internal: partners who steal your originations or firm rhetoric that demands you develop business with too little incentive or time to make it worth your...
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There is ongoing debate over whether it is appropriate to mix business with one's personal interests (e.g., is it okay to "friend" your referral sources on Facebook?). But there's no question that your involvement in non-profit endeavors benefits...
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I know, it would be so much easier if people just gave us what we wanted without having to be asked. Clients would refer their colleagues, referral sources would introduce us to all of their clients, our significant others would anticipate our...
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There is a common theme among many of the clients my team and I have been coaching lately: failing to measure up to unrealistic expectations.
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The moment you identify and implement the right strategy, your circumstances will change for the better. The only thing that stands in the way is inertia. You have to be willing to stop what you're currently doing (even if it's kind of working),...
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As you are hunting for new business, it may occasionally occur to you to take actions that are beyond your comfort zone. In most cases, your survival instinct will take over and dissuade you from "going there." You will tell yourself it's not...
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We can't help it. Worrying is part of the human experience. We stress out over everything from our workload to the demands of our biggest clients to the well-being of our loved ones. After all, what if something goes terribly wrong? Of course, it...
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