Philip, if you go in there with that, you’ll scare half of them out of the building; and the other half will want you to leave with the first half.—A senior partner at EY

Early in my career, after five years of direct B2B sales for two media companies, I was asked to speak to a group of accountants about how to “work the room” at a networking event. I quickly realized that business development in the professional services arena was quite different from what I was used to. Attorneys resist being told what to do or how to do it. But they can be led and inspired when we bring our own strengths as business developers alongside their many strengths. Approaching attorneys as partners in success from the outset puts us on the road to building a valued relationship and earning “trusted advisor” status over time.

There is only one way to eat an elephant: a bite at a time. —Desmond Tutu 

Many attorneys (at all levels) view the BD “elephant” and either shudder or walk away entirely. That’s a very natural, initial reaction. But once we realistically assess where we are and set a vision for where we want to go, we can plan out SMART goals and the steps that will help us get there. Then, we execute…one bite at a time. This is among the most professionally satisfying journeys we can take. Let’s get started.

Teaching is more than imparting knowledge; it is inspiring change. — William Arthur Ward

As a youngster in school, I felt completely stuck and hopeless. Anyone who reads my third-grade report card cannot be blamed for assuming that I would not make it to fourth grade, except perhaps by way of the Connecticut state juvenile detention system. But, then…one teacher (coach), then another, and then many more over the decades, invested themselves to see where I was and where I wanted to go. Then they showed me how, by taking certain steps, I could get there.

So I started my career by teaching high school; then I learned how to sell. My work as a business development teacher/coach for service professionals over the decades since then has synthesized my talents, skills, and passion for helping others get unstuck, overcome obstacles, and achieve success. Today, teaching/coaching and inspiring others—helping them take simple steps toward their success; to see them move from “I CAN'T do this,” to “I can do THIS,” then “I CAN do this”—is among the most rewarding investments I can make.