Urgent client work keeps demanding our focus and naturally, this is where most of those hours are consumed. What happens to the typically not urgent but essential work of improving and growing your practice area?
Think about activities like checking in with a past client, writing a post for your LinkedIn profile, growing your LinkedIn connections or heaven forbid thinking about who your ideal client is and questioning why you work with some of the ones you do.
Unfortunately, we all share this common problem too. Business development activity will nearly always feel uncomfortable, unproductive and not the best use of your time. It will never get up in your face like urgent client work. Instead, it will quietly work away in the background eroding the value of your business, leaving you working with less than ideal clients, less profit, less time and less enjoyable work.
I know many of you need help. Almost all of my own time is spent on BD with other professionals, many of them lawyers, providing me with unique insight into the industry and its challenges.