Professional Development: Top Ten Business Building Habits for Busy Professionals

If there were no clients, there would be very few successful professionals. There would be no transactions to consummate, no lawsuits to litigate, no petitions to file. But there have always been clients and, before the “new economy,” many professionals were legitimately too busy ' with billable work ' to develop business. The Godfather (or the Fairy Godmother, depending on your firm's particular mythology) went out into the world and brought back clients for you to serve happily and skillfully.

And all was well, until it wasn't. Budgets shrank, businesses collapsed, and fortunes were lost. Suddenly there were all too many great professionals who could do just what you do ' at lower hourly rates.

If your world has changed and you're now faced with the new role of business development, take heart. Like any skill, it can be learned. These ten habits will help you get a jump start.

Ten Habits

1. Make a List

Keith Ferrazzi (if you don't know him, read “Never Eat Alone immediately) suggests you make a list of 100 people you know or should know. That's a good start. Then take that list and create a system. If you use Outlook, there's no need for fancy contact management software. Use the Categories to group your network. Here's the habit: Put all contacts directly into your system ' don't keep a stack of dust-gathering business cards on your desk.

2. Be Picky

Identify a short list of key people to contact regularly. These are people you value highly, generally because they are well-connected, high-profile, or just really smart. You want them to think of you frequently and fondly, so reach out. Send an article you read that you thought would interest them, take them to lunch, invite them to an event. Take them golfing or fishing or wine tasting. Create a recurring Outlook task to contact each one every month. If they're on your short list for a year and they never call you back ' replace them. Here's the habit: Contact each member of your short list monthly.

3. Cultivate a Professional Niche

Being a generalist might seem logical ' there are more engagements you can handle. But clients tend to prefer specialists who really understand the intricacies of their situations. How can you let people know you're the expert on the legal issues of professional wrestling or U.S. tax treaties with Central American nations? Join an industry group, write articles, or deliver seminars. Here's the habit: Schedule yourself to demonstrate your niche at least once a month.

4. Make It Personal

What makes you interesting? Perhaps you're an excellent chef ' consider hosting a dinner party for key contacts. Can you teach piano or scuba diving? Lessons make great charity auction items. One of my founding partners tracks his entire book of business to people he met coaching Pop Warner football. Do what you're good at and people will want to know you. Here's the habit: Schedule yourself to share your personal skill at least once a month.

5. Be Passionate

Whether you love public radio, care about the environment, or want to improve public education, there's an organization to join. Commit yourself and really contribute. You'll meet like-minded people who will see you're reliable and intelligent. When they need your specialty or have a friend who does, you'll be top of mind. Here's the habit: Participate in an organization you care about at least monthly ' even if it's just meeting another member for coffee.

6. Be Generous

Think about helping people. This mindset is easy to cultivate because it feels so good when you do it. In our new economy, one of the best ways is to help with job contacts. Here's the habit: Every time you add someone to your contacts, note how you might help them in the future.

7. Ask for Help

You love it when people come to you for your expertise. So why be shy about asking others? Ask for something simple like a restaurant recommendation, something professional like a good research tool, or something personal like a dentist referral. It's good for the other person's ego, and it's simple to do. Here's the habit: When you add someone to your contacts, note his or her expertise to help you in the future.

8. Find a Mentor

Many of us have mentors who help us hone our technical skills. Who is your business development mentor? Choose carefully. Choose someone with a track record in developing business. Choose someone you admire, but don't fear. Choose someone whose constructive criticism will help make you stronger, and whose praise will make you proud. Here's the habit: Set goals, share them with your mentor, and set regular check-ins to discuss your progress.

9. Get LinkedIn

If you're not on LinkedIn, you're missing out. If you've signed up but never gone further, that's just as bad. LinkedIn is a professional networking tool that helps you identify people you want to know, get introduced, demonstrate expertise, help people, show what you're passionate about ' everything listed above. Here's the habit: Visit at least weekly and take action. Make a recommendation, ask or answer a question, update your status, or invite a new contact to link.

10. Be Disciplined

A habit is formed in 21 days ' but not if you forget to do it on day six, give it half your attention on day 12, and skip days 14 and 16 because you're too busy. Here's the habit: Schedule time every day for business development, even if it's only 15 minutes, and give it your full attention.

Janet Kyle Altman is the Marketing Principal at Kaufman, Rossin & Co., a CPA firm in the Southeast. She coaches and teaches business development and helps companies with strategic planning. She can be reached at [email protected].

If there were no clients, there would be very few successful professionals. There would be no transactions to consummate, no lawsuits to litigate, no petitions to file. But there have always been clients and, before the “new economy,” many professionals were legitimately too busy ' with billable work ' to develop business. The Godfather (or the Fairy Godmother, depending on your firm's particular mythology) went out into the world and brought back clients for you to serve happily and skillfully.

And all was well, until it wasn't. Budgets shrank, businesses collapsed, and fortunes were lost. Suddenly there were all too many great professionals who could do just what you do ' at lower hourly rates.

If your world has changed and you're now faced with the new role of business development, take heart. Like any skill, it can be learned. These ten habits will help you get a jump start.

Ten Habits

1. Make a List

Keith Ferrazzi (if you don't know him, read “Never Eat Alone immediately) suggests you make a list of 100 people you know or should know. That's a good start. Then take that list and create a system. If you use Outlook, there's no need for fancy contact management software. Use the Categories to group your network. Here's the habit: Put all contacts directly into your system ' don't keep a stack of dust-gathering business cards on your desk.

2. Be Picky

Identify a short list of key people to contact regularly. These are people you value highly, generally because they are well-connected, high-profile, or just really smart. You want them to think of you frequently and fondly, so reach out. Send an article you read that you thought would interest them, take them to lunch, invite them to an event. Take them golfing or fishing or wine tasting. Create a recurring Outlook task to contact each one every month. If they're on your short list for a year and they never call you back ' replace them. Here's the habit: Contact each member of your short list monthly.

3. Cultivate a Professional Niche

Being a generalist might seem logical ' there are more engagements you can handle. But clients tend to prefer specialists who really understand the intricacies of their situations. How can you let people know you're the expert on the legal issues of professional wrestling or U.S. tax treaties with Central American nations? Join an industry group, write articles, or deliver seminars. Here's the habit: Schedule yourself to demonstrate your niche at least once a month.

4. Make It Personal

What makes you interesting? Perhaps you're an excellent chef ' consider hosting a dinner party for key contacts. Can you teach piano or scuba diving? Lessons make great charity auction items. One of my founding partners tracks his entire book of business to people he met coaching Pop Warner football. Do what you're good at and people will want to know you. Here's the habit: Schedule yourself to share your personal skill at least once a month.

5. Be Passionate

Whether you love public radio, care about the environment, or want to improve public education, there's an organization to join. Commit yourself and really contribute. You'll meet like-minded people who will see you're reliable and intelligent. When they need your specialty or have a friend who does, you'll be top of mind. Here's the habit: Participate in an organization you care about at least monthly ' even if it's just meeting another member for coffee.

6. Be Generous

Think about helping people. This mindset is easy to cultivate because it feels so good when you do it. In our new economy, one of the best ways is to help with job contacts. Here's the habit: Every time you add someone to your contacts, note how you might help them in the future.

7. Ask for Help

You love it when people come to you for your expertise. So why be shy about asking others? Ask for something simple like a restaurant recommendation, something professional like a good research tool, or something personal like a dentist referral. It's good for the other person's ego, and it's simple to do. Here's the habit: When you add someone to your contacts, note his or her expertise to help you in the future.

8. Find a Mentor

Many of us have mentors who help us hone our technical skills. Who is your business development mentor? Choose carefully. Choose someone with a track record in developing business. Choose someone you admire, but don't fear. Choose someone whose constructive criticism will help make you stronger, and whose praise will make you proud. Here's the habit: Set goals, share them with your mentor, and set regular check-ins to discuss your progress.

9. Get LinkedIn

If you're not on LinkedIn, you're missing out. If you've signed up but never gone further, that's just as bad. LinkedIn is a professional networking tool that helps you identify people you want to know, get introduced, demonstrate expertise, help people, show what you're passionate about ' everything listed above. Here's the habit: Visit at least weekly and take action. Make a recommendation, ask or answer a question, update your status, or invite a new contact to link.

10. Be Disciplined

A habit is formed in 21 days ' but not if you forget to do it on day six, give it half your attention on day 12, and skip days 14 and 16 because you're too busy. Here's the habit: Schedule time every day for business development, even if it's only 15 minutes, and give it your full attention.

Janet Kyle Altman is the Marketing Principal at Kaufman, Rossin & Co., a CPA firm in the Southeast. She coaches and teaches business development and helps companies with strategic planning. She can be reached at [email protected].