Many lawyers, writes Jay Harrington in A Strategic Approach to Legal Business Development, only think about BD when work is slow, when their schedules are light, their pipeline is little thin. Then they come up with a plan to identify and pursue new opportunities with intensity, only to let those efforts wither when business picks up again. But there’s a better way:
If you’re consistent with business development as a lawyer, you’ll have a steady pipeline of new business opportunities.
Harrington’s post lays out a strategic approach to business development that will help you break the “rollercoaster cycle of ups and downs that creates stress and uncertainty.” Read it, then impose consistency on your own BD efforts. You’ll be glad you did.
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