The Truth Will Set You Free

         

   Recently, I was meeting with a prospective client.  Having spent her entire legal career in government practice, she was reluctant to engage in any form of business development.  As we talked through business development and all the different tools for building relationships with strategic partners and those folks who might actually have problems you can solve (e.g. clients), a light bulb went off for her.   Suddenly she realized that her magic formula for finding new clients is her former career in government. 

During the conversation we talked through the concept of an Ideal Client or someone who you are uniquely situated to serve because you have the exact knowledge or strengths to solve their problems.  We discussed referral relationships and how important it is for others to understand who to refer you.  Finally, we discussed how her background is unique and has afforded her expertise and situational experience that her competitors do not have.  The light bulb went off when she realized that her business development plan could and should reflect who she is, what she brings to the table, and her unique background and abilities.  Further, her business development efforts should center around anticipating and solving problems for her Ideal Client!

 The look on her face as she savored this new found knowledge was priceless.  Somehow somewhere along the way she had come to believe that business development was about gregarious interactions with total strangers as you shamelessly sell a skill set you don’t actually have.  As I explained to my new client, there are 100 ways to build relationships, your business development plan should reflect those things that you do well and are willing to do lots of.  The key to business development is taking consistent and strategic actions while finding ways to add value or be of service to your potential clients.  Just like snowflakes, no two business development plans will be exactly the same. 

The realization that she could develop business by being exactly who she already was and leveraging her strong regulatory background was a huge relief for my client.   So much so that it has me wondering how many other professionals are out there thinking that to build a book of business they should abandon all the successful things that have brought them to this place and follow some prescribed business development method that is not a good fit for them? 

The moral of today’s story is a simple one- the truth will set you free.  Business development is not something you do once or twice a year to satisfy your boss.  Business development is part of the way you practice and run your business.  YOU are the key to a successful business development plan.  Your plan should be a truthful an accurate description of YOU filled with strategies and activities that play to YOUR strengths and solve problems for the clients YOU are uniquely qualified to help.  We are all potential rainmakers. Some of us are just further along in the process.

 If you are struggling to bring in new business-chances are your strategies are not aligned with your strengths.  Need help creating an effective business development plan that works for you?  Well-call me of course!  My strength is seeing your potential and developing business development strategies that work for you.

About Jonelle- Jonelle Vold is a business development coach that is passionate about your success.  A mother of twins, former Assistant Dean at a tier-one law school, attorney, and seasoned sales professional, Jonelle understands the challenges of high-level professionals.  Her coaching philosophy is every person has the ability to be a rainmaker by cracking their own personal code and doing business with intention.  You can reach Jonelle at jonelle@jonellevold.com or www.jonellevold.com.