BY Michael Fleming

DATE: 02 FEB 2018


As one of my former partners in the law firm used to say:

“Michael, never put off until tomorrow what you can put off until the day after.”

This sort of procrastination is a real issue when it comes to business development.  BD really isn’t rocket science: get out there – send the emails, make the calls, ask for the coffees, lunches and BD meetings; get in front of people – listen, talk a good game, ask for the work (at the right time and in the right way of course). 

So fundamentally it’s easy to do. 

The problem is – it’s also easy not to do. When you next check your emails and voicemails today I can promise you there won’t be any from clients or prospective clients saying:  

“Come on – when are you coming to hit on me for work – get on with it!”

I have completely lost count of the number of emails I’ve received after delivering a BD skills session (I’m looking at two in my inbox today from lawyers) which say:

“I realised during your session that I have been putting off sending those BD emails and making those calls.  I’ve been over-analysing how the recipients might respond.  What am I worrying about?  They don’t respond?  So what? I can try again.  So I just picked up the phone and made the calls; I sent the emails.  And do you know what – I’ve now got some BD meetings in my diary.  The whole thing took me about ten minutes. So – you were right when you said the main thing I needed to do was to stop thinking about it and actually just to do it.  Thanks!”

So there you are – an incredibly simple message for you today – J F D I:

[Fearlessly, Forceably] - what did you think I meant!

Go on – what are you waiting for. 

Do it. 



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about the author

Michael Fleming is our Head of KWC Legal. If you would like to know more about this subject, drop him an email and we will be in touch.

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