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Why Business Development Fails (And What to Do About It)

By David Ackert on November, 10 2017

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David Ackert

You’ve been meaning to get around to it: writing a business development plan for your practice. Starting up that book club or poker night with a few clients and referral sources. Making a list of all your referral sources and systematically taking them out to a “thank you” lunch. But you’ve been busy with other stuff.

Maybe next week things will be a little less hectic.

Maybe next week you’ll find the time.

Maybe next week you’ll stop procrastinating.

Procrastination is the most common reason people give for their inefficiency when it comes to business development. The irony is that it takes far more energy to procrastinate than it does to actually execute the thing we’re putting off. This 1½  minute video illustrates this beautifully.

 

 

 

 

I don't mean to imply that all the client work that's been monopolizing your time is akin to doodling. But as busy as you are, you can still find a few minutes to take the next simplest, easiest step in your business development. Just take out a piece of paper and write “Business Development Plan” at the top. Just buy the first book you’d propose to your group if you had a book club. Just list your referral sources. These tiny, seemingly insignificant actions are the difference between being stuck and beginning.

 


Recent studies show that the some of the top challenges law firms face are a lack of structured BD plans and a lack of accountability for lawyers to follow through with them.

This free guide will show you the essential best practices for managing productive business development pipelines at your firm. Click below to download.

 

Download free guide to lawyer business development pipelines

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