To be relevant for business development, the skills learned in basic training must be put into action. This is why it is crucial that well trained troops be deployed to the field as soon as possible. In other words, they need to get out from behind their desks and go see the Clients. These are the marching orders for any successful business developer.
Let’s face it: we all know that we didn’t really learn to practice law in law school. So why would anyone expect to be a natural born business developer? Being good at business development takes practice. You have to get out and engage with the Clients.
Many times, new recruits ask how much hand-to-hand – or face-to-face – Client contact is enough. The answer is that there is never enough. But since time is limited, here are some metrics that have served other business developers well: if you can manage 2 in person meetings and 4 phone calls a week, you will soon find yourself winning frequent business development battles. You will also be gaining allies left and right. If this seems like too much time to balance with your other duties, at a minimum, do something. When it comes to business development, each little thing you do can help you, and your career, to advance.
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