I have long believed that being a leader is critical to succeeding in business development. For more on why that’s true, check this 2009 post.
Michael Hyatt’s recent blog post The 5 Marks of Authentic Leadership outlines five key aspects of leadership, which include:
While Hyatt’s post does not focus on the intersection of leadership and the ability to generate new business, each of his five marks reflects a capacity that is necessary for successful business development. For example, Hyatt describes a leader’s insight in this way:
Leaders need wisdom and discernment for the present. They need to be able to look at complex situations, gain clarity, and determine a course of action.
This insight is, of course, a foundational skill for success in practice, but it applies equally well to business development. Effective business generation tactics will include a display of this wisdom and discernment whether in person-to-person conversation, in which case the comments will be at least somewhat specific to the potential client, or in an article or presentation, in which case the comments will focus more generally on a specific legal issue or on a particular client profile. Your legal and, where applicable, business insight is valuable for clients and for developing new business.
Read Hyatt’s post and ask yourself whether and how your business development activity reflects each of his 5 Marks of Authentic Leadership. Which do you need to amplify?