Effective Business Relationship Building Requires Planning

Several years ago, I was listening to a presentation on time management.  The speaker was talking about making time for exercise.  While that has never been a big issue for me, I took to heart what the speaker said because for most people, exercise is one of those activities that can easily fall to the bottom of the to do list.

The speaker’s suggestion was to schedule exercise on your calendar.  That will greatly increase the chances that you will actually get to the gym.

Business relationship building is similar.  For lawyers who are busy with paying client work, it is easy to let small acts of kindness get put off for a rainy day.

So what is the solution?  Schedule time each day (or several times a week) to look at your contact list and do something to make a connection.  The good news is that you don’t have to schedule a lot of time.  If you spend the first 15 minutes of each day going through your contact list and thinking of good ways to connect with clients, prospective clients or referral sources, you will stay connected in a way that greatly increases your likelihood of marketing success over time.

There are many small things you can do including making a quick phone call to say hello, sending along an article or link that you think might be of interest to someone, acknowledging someone’s promotion, birthday or other good news.   But making a habit of doing these things each day will greatly increase the likelihood that they will get done.