It’s the last month of the year, and I can feel your motivation for business development flagging. It’s okay, you’re not alone.

So how can you motivate yourself (or others) to finish out the year strong, and get some business development in? 

  • Identify where you’re most comfortable. By this time of the year, you may be a bit burned out from trying new things, or really putting yourself out there. So put some things on your calendar that you really enjoy. Maybe you’re a great public speaker, or you really enjoy writing. Maybe you’re great at in-person networking events or one-on-one with clients or referral sources. Whatever your go-to is for business development, pick three of those things to schedule in for this month.
  • Come up with a plan. For many people, myself included, when you’re working on a project that’s ongoing, it’s easy to forget to take small steps every day. But if you can come up with a plan with measurable steps, it’s much easier to keep up with it. Look at the next four weeks, and what you can do to hit the goals you want to achieve. Do you want to meet three of your top clients in the next month? Include on your calendar reaching out to them by email or phone, make note to follow up once you’ve done that, include open dates on your calendar when you could get together. Want to blog more? Put in firm dates that you’ll publish, and then back into those with times that you’ll edit, write, research topics, etc.
  • Put together a group or find a buddy. As I mentioned, you’re not alone in needing motivation at this time of year. Find an accountability buddy or group (you can ask for help from your marketing department if you need it) and meet briefly weekly to check in to see if you’ve advanced your goals for that week. Consider setting a prize for whomever commits to, and reaches their goals first, or whomever brings in a new client first.
  • Have fun with it. Business development doesn’t have to be a slog. This is the time of year to get creative. Have a hot cocoa afternoon with a couple of your clients. Co-author a themed piece (that also relates to the law, of course). Ask your clients to volunteer with you, or find out what their charitable passions are, and volunteer with them.

The next few weeks will go quickly, so let’s finish out the year strong!

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles recruitment, member retention, and a high level of service to members. She is engaged in the legal industry to stay on top of trends, both in law firms and law firm networks.

In her role as Executive Director, she develops and facilitates relationships among ILN member firm lawyers at 90+ law firms in 67 countries, and seeks opportunities for member firms to build business and relationships, while ensuring member participation in Network events and initiatives. These initiatives include facilitating referrals, the management and execution of the marketing and business development strategy for the Network, which encompasses all communications, push-down efforts, and marketing partnerships, providing support and guidance to the chairs and group leaders for the ILN’s thirteen practice and industry specialty groups, the ILN’s women’s initiative, the ILN’s mentorship program, the management and execution of all ILN conferences, and more.

JD Supra Readers Choice Top Author 2019

During her previous tenure as Director of Global Relationship Management, the ILN has been shortlisted as a Global Law Firm Network of the Year by The Lawyer for 2016 and 2017, and included as a Chambers & Partners Leading Law Firm Network since 2011. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry, and was recently included in Clio’s list for “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful and useful.” Ms. Griffiths was recently chosen for as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.