Anyone can become a successful business developer. Even a rainmaker.

I say this without reservation…knowing many will disagree.

Like Mindy did.

She was upfront, telling me the first time we sat down to discuss growing her practice that she just didn’t have the right personality.

“Networking events are worse than a root canal,” she told me. “And when it comes to talking someone into hiring me…I am not a salesperson.”

Mindy had bought into the idea that you’re either a born rainmaker, or you’re not.

Continue Reading If You Feel Like You Have To Become A Different Person To Succeed At Business Development, You’re Doing It Wrong

Do These Three Things To Rock Q-4 and Jumpstart 2025

Conventional wisdom for many professional service providers whispers that we’re fast approaching a moment when the story for this year will be written, and there’s not much that can be done to impact this year’s revenue picture.

Before you buy this idea, can we spend a moment rethinking?

Continue Reading Don’t Throw In The Towel On Your 2024 Goals


Don’t look now, but conversations are becoming increasingly rare.

The fact that there are plenty of attempts at messaging doesn’t mean any real conversations are taking place…

Just because there is measurable attention being paid to a given topic or hundreds of hours of talk devoted to a critical issue is no guarantee of progress.

Need a stark case-in-point?

Continue Reading Oh No! Not the same conversation…again!

The sentiment expressed by Vince Lombardi, the legendary former coach of the Green Bay Packers, has reached manifesto status — “Winning isn’t everything; it’s the only thing.”

At the other end of the spectrum is the antiquated idea derived from the Grantland Rice poem ‘Alumnus Football’ (1908) — “It’s not whether you win or lose, it’s how you play the game.”

Though I’m usually up for a spirited debate, let’s stipulate that it is one thing to believe that winning is the point when we’re talking about our favorite competition.

But an almost blind obsession with finishing on top is far more ubiquitous than just in the games we play

The question is — when competitive juices drive the pursuit of a win at all costs no matter the arena, what is revealed about what we value most?

Surely there are important encounters where winning is decidedly not the only thing.

Continue Reading With deference to Lombardi, Winning is NOT the only thing

Conventional wisdom for lawyers suggests that we’re fast approaching a moment when the die for this year will be cast, and there’s not much that can be done to impact this year’s revenue picture.

Before you buy the idea that there is nothing to be done that might increase revenue this year — not to mention, jumpstart 2024 — can we talk.

Continue Reading You Still Have Time To Grow Your Practice This Year. Do These Three Things.

Wherever business development initiatives aren’t delivering ROI in the form of increased revenue, the problem often boils down to missing the target more often than not.

It is easy to do.

An entire industry has a vested interest in convincing you that getting your name out there amounts to smart business development. Once you make this leap it is tempting to buy the ads, sign up for the sponsorships, get the copy points and colors just right on your website, catalogue every capability…and then wait for the market to beat a path to your door.

If neither time or budget is an issue, and assuming your visibility campaign in some way differentiates you from everyone else — this might work.

But odds are you’ll over spend, waste time and miss connecting with any real targets.

Continue Reading When BizDev Efforts Fail To Increase Revenue, You Have An Aim Problem

  1. Can you name the target(s) key to your success?
  2. Do you know and understand the core concerns of your target(s)?
  3. Do you have a clear solution/answer for these concerns?
  4. How will you create visibility, deliver value and build trust with your target?

Whether you are marketing a professional service, selling a product or seeking support for a cause, four questions provide the framework for increasing revenue.

Continue Reading Four Steps That Will Increase Revenue

When was the last time you heard (or uttered) this phrase in a moment of consequence?

Reflecting, I’m fairly certain I’ve said “I’m sorry.” But that is not the same thing.

Sadly, I don’t remember backing away from a position, strategy or action, and thoughtfully acknowledging having been flat wrong…though there have been plenty of times when it would have been the most appropriate response. 

This blind spot comes with serious consequences.

Continue Reading I Was Wrong

Any discussion of business development should begin with this disclaimer:

There are no one-size-fits-all solutions or formulas. Silver bullets and cookie-cutters might work elsewhere; but not here.

With that stipulation, there are solid cornerstones that will ensure the resources invested in BizDev aren’t experimental in nature, leaving you to hope the market finds you.

In fact, a volatile market or a distaste for “selling” notwithstanding, it is possible to create an approach to business development that produces results — if you possess the will to build a plan on these four cornerstones.

Continue Reading Unlocking Business Development Success: Build a Solid Foundation with these Four Cornerstones