If you’re like most professional service providers I know, the motivation behind your choice of profession had nothing to do with a desire to get into sales…never mind being required to sell in order to do what you set out to do in the first place.
The real-world result of this is a “two-hats” dilemma — requiring one hat for your role as a business builder and a second one as a service provider.
Business development feels like it requires a personality, skill set and tool kit completely different from those associated with the counsel or service you provide.
How do you find prospects? How do you manage your time and create new growth opportunities?
The good news is that there are productive business development strategies that relieve this stress and bridge the disconnect.
The key is to create an approach to business development that grows out of the way you serve your clients. Do this and building a practice becomes much more organic.
Where To Begin
Continue Reading Stressed Over Business Development? Relax, You Don’t Need More Prospects
I’ve spent the last couple of decades believing the surest way for any team, tribe, enterprise or community to realize its mission is to identify and build around a set of shared values. 
Succession planning for many firms is what the preparation of a Last Will and Testament is to a majority of individuals. Who wants to take time today to consider the (distant) end to something?
If you secretly fear your approach to business development is underperforming, you are not alone. In fact, you’re among a majority of law, accounting and consulting professionals and firms I know.
For a long time I bought the idea that some individuals simply don’t have what
More than two decades ago 
Years ago I worked with a Managing Partner who regularly referred to the Marketing Department