In Black And White
Legal Business Development: By Optimism and Serendipity
Are you developing business by optimism and serendipity? Be honest. If that is how you have done it in the past, declare that 2013 is the year it will change! But, change to what? That is the question. In order for it to be driven by more than optimism and serendipity you must think about where you want to go and how to get there. That is a PLAN.
Your plan can be a page, 10 pages, a binder full or simply on a napkin. It's not about the form; it's about the content. Write it down, no matter what form it takes. Putting it on paper solidifies your commitment to the plan. AND... Sharing it with others ensures you will be accountable.
Start by deciding what your destination will be. How much revenue do you want or how many new clients do you want? What practice areas do you want to grow or do you want to start a new practice area? Start with the destination. Then figure out what you need to do to get there and by when.
Your plan will consist of goals, projections, dreams and educated guesses. Here are a few ideas to consider as you figure out what your road map could look like:
1. Building Relationships: Consider your referral sources, untapped relationships, current clients and past clients.
2. Increasing your Credibility: Where can you give speeches to reach your prospective clients or referral sources? What articles would your potential clients be interested in reading?
3. Increasing your Visibility: Can your potential clients find out about you through the Internet? Do your referral sources see you regularly at bar or industry events? Do you stay in touch with your friends, colleagues and classmates?
Someone once told me if you want to be sure to lose something... leave it in your memory. And if you don't really want to do it... don't tell anyone. So, how committed are you to your success? Write a plan.