Summertime can be a uniquely 
challenging time of year for business developers. Prospective clients are either out of town or distracted by family activities, so they’re generally slow to respond. But this is not the time to coast through the lull and wait for things to pick up again. This is an opportunity to sharpen your focus so that future efforts are more effective. Here is one way to do this:
First, categorize your prospective clients by their potential value so you know who to prioritize. Then, schedule a brainstorming session with fellow business developers at your firm. During the meeting, each person can discuss their best practices and most effective tactics. If your firm takes a team approach to business development, you can brainstorm each client opportunity in an open forum. If the culture of your firm requires a more theoretical approach, you will still benefit from a general discussion about strategies and philosophies. If you prefer an outsider’s perspective, schedule a dinner with a few of your best referral sources to exchange ideas and explore common connections.
If there is one characteristic shared by high performers, it is their willingness to prepare for success. Use the summer months wisely so that you will be in a stronger position when your prospects are back on line.
