The #1 objection I hear to undertaking business development activity is time. Nobody has an overabundance of time, and when there’s plenty of billable work on your plate, it’s often hard to free up time to bring in yet more work. (Willingness may be an issue, too. As I discussed recently in this article, in addition to the time crunch, you may unconsciously be resisting new business if you’re already very busy.).
Lack of time is a real concern, but it’s also illusory since we all make time for our top priorities. As Larry Winget has written, “Your time, energy, and money always go to what is important to you.” If you say you want to grow your practice and yet you never seem to have time for the requisite activity, you should reconsider your level of commitment.
Even so, finding time for business development activity takes dedication and ingenuity at times. I read a great article by Michael Hyatt, former Chairman and CEO of Thomas Nelson Publishers, whose work now focuses on leadership and platform building. Titled How To Blog If You Don’t Have Time, this article offers useful tips that are applicable beyond blogging. Item #3 in his list is my absolute favorite: use a timer to harness the power of a deadline. It’s also a winning strategy to beat procrastination.
Review Hyatt’s list and decide how you can create the time to engage in your business development activity. What’s your first step to implement?