A lawyer’s nonbillable time is limited and hence extremely valuable. The biggest risk we run in business development is not that we will fail to do any, but that we will select networking activities that aren’t specifically targeted towards the right markets. Every week there are dinners, cocktail parties and other networking events to choose from. Realize that not all networking events are created equal, and start placing more emphasis on the events that will connect you will ideal clients or centers of influence that can serve as referral sources.
2. Vision: What do you see yourself achieving?
To achieve things you have never accomplished before, you must do things you have never done before. The first step is setting a clear vision. What do you want from 2011? One year from now, what big things would you like to see happen that would make you thrilled with your 2011? Land a large piece of litigation? Get introduced to an ideal client? Increase your book of business by $250,000? Being visionary is about dreaming, and as attorneys our analytical side often shuts the dreaming down. In 2011, it is time to be visionary — time to start dreaming again.
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