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Professional Development: Making Rain by Being You

By Craig A. Brown

Recently, a client of mine made the following analogy about her business development efforts. 'Business development can be a lot like dieting,' she said. 'We know what to do, some of us even know how to do it. But for some reason we just don't do it.'

Together we explored the reasons why she 'just didn't do it': high billable requirements, lack of training, lack of immediate compensation or recognition and the fear of being viewed as a glad-handing self-promoter ' all tempting reasons to set business development aside and go back to drafting that motion. But those reasons just skim the surface of an underlying problem. Why do people fail to do things that will benefit them? My six-year-old son recently gave me the answer. 'Dad,' he declared, 'I don't brush my teeth because it's just not fun.'

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