Measure These Metrics To Improve Your BD Success

For most lawyers, writes David Ackert in 5 Metrics that Measure Success, business development activity is ad hoc:

When our schedule lightens up, we do some networking. When things get busy, business development grinds to a halt. What’s the ROI for all the lunches and meetings and mixers and tweets? Most of us don’t bother to measure such things. It all gets stirred into the generic bucket from which our referrals trickle out.

Ackert suggests measuring five specific metrics as a first step for understanding your results, for identifying what’s working (and what isn’t), and for converting your time and energy into results. Because you can’t change what you don’t measure…