4. Time Management Balancing business development efforts with other professional and personal responsibilities can be a challenge for women attorneys. The panel advised setting aside dedicated time each week to work on building relationships and understanding firm capabilities. Even a few minutes a week can make a significant impact over time. Action items: • T hink about how you are using your time throughout the day. Are there things you are doing at work or at home that can be offloaded to someone else, or that may not be necessary? Identify three ways to carve out 10 minutes a day for business development activities. Add this to your personal business development worksheet. • Create a calendar entry for 10 minutes of business development each day of the work week. 5. Importance of Staying in Touch Maintaining connections with people is vital for successful business development. Research indicates that only about 10% of contacts are in the purchasing cycle at any given moment. Thus, staying visible and engaged with potential clients before they enter the buying cycle increases the likelihood of being considered for future work. While focused, targeted business development is important, it’s also important to make sure that you are in touch with larger groups of clients, prospective clients, and referral sources so that they fully appreciate you for your experience and thought leadership. Action items: • Review your top 10 clients and ensure that all relevant client contacts are added to the appropriate firm marketing lists. • Work with internal colleagues to create compelling thought leadership that demonstrates the breadth and depth of experience on a relevant topic. • Identify relevant alumni, business, legal, and trade events and consider how to leverage those events for business development purposes. • Carve out time to scan LinkedIn for your contacts who have changed jobs. When someone changes jobs, reach out to them and offer to help with their transition.
Made with FlippingBook - professional solution for displaying marketing and sales documents online