Have been attending a lot of networking with events. Keep running into lawyers who ask what is the magic bullet to business development. I keep telling them the magical combination varies for everyone. You must know your strengths and weaknesses and get HELP, rather than fumbling about like a chicken with its head cut off.
Here are some other tips:
- Are you planning to fail or planning to suceed? Have a plan. Nothing complicated just a simple plan. Create 90 days or monthly goals (actions)
- Plan and schedule business development every day. Decide what you plan to do and then schedule it on your calendar
- Join trade and/or community associations/organizations and seek leadership positions. Join just a few organizations and be active to raise visibility. (This will help your bio for starters!)
- Stay in contact. Do what you said you were going to do. First impressions count. If you promised an introduction then make it within 24 hours.
- Add links to all published articles on your website bio. You want perspective clients to read them.
- Create Google Alerts for clients and for your specialty. An associate of Linklaters was attending a CLE that I gave at New York City County Lawyers and he came up to me and asked more about this.
- Do your homework! Read what your clients read. Find out their industry publications and read them. Starting point would be to get familiar with them.
- Write Thank You notes and make it a habit. Let clients/strategic alliances/referrals know you appreciate them. I never realized how important this was as part of business development until I read Keith Ferazzi book Never Each Lunch Alone. I always thought it was good manners, at least that’s what my headmistress Mrs. Hinchcliffe taught us at Handsworth Wood Girl’s School.
- Return phone calls and emails immediately Clients do not want to wait. We live in an instant gratification world.
- Be Bold. Atten events you would rather skip. You never know where and when you will run into opportunities.