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Your calendar’s packed. Client work stretches late into the evening. Even eating a quick lunch at your desk is a challenge.
So how do you make room for something that’s never urgent, but always important, like business development?
Here are a few ideas to think about:
Be Realistic
Start by lowering the bar.
On Tim Ferriss’ podcast, James Clear talked about the value of “lowering the intensity, but maintaining the habit” when life gets busy. You might not have time for a full workout, but a short walk keeps the streak alive.
The same principle applies to BD.
You don’t need a coffee meeting or a half-day retreat to make progress. You just need a way to stay in motion, even if it’s small.
Reply to a message you’ve been sitting on. Jot down an idea for a future article. Forward a piece of industry news with a quick note.
Keep the rhythm. Each step makes the next one easier. And over time, the consistency compounds.
Use the Time You Already Have
When you’re slammed with client work, you need a system for identifying and utilizing “margin time” during which you can squeeze in short bursts of BD.
The commute home. The 15 minutes before your next Zoom call.
Business development can fit into those margins if you’re intentional and disciplined about your time management.
Maybe it’s a quick call. A thoughtful follow-up. A check-in you’ve been meaning to send.
You can make significant BD progress from your desk.
Protect One Block
Even during your busiest stretches, block off one 20-minute slot per week for BD. Put it on your calendar. Treat it like a client meeting.
Use it to follow up on a conversation, send a few check-in emails, or move one small idea forward.
Keep momentum alive.
A Final Thought
You won’t always have time to do a lot. But you always have time to do something.
Pick one small action each day. Use the margins. Keep your list close.
That’s how a lawyer with no time still manages to grow their practice.
Jay Harrington is president of our agency, a published author, and nationally-recognized expert in thought-leadership marketing.
From strategic planning to writing, podcasting, video marketing, and design, Jay and his team help lawyers and law firms turn expertise into thought leadership, and thought leadership into new business. Get in touch to learn more about the consulting and coaching services we provide. You can reach Jay at jay@hcommunications.biz.