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.