Life & Law: Your Practice. Your Life. Your Terms. #228: The Business Development Progress You Aren’t Counting (But Should Be)
Feb 17, 2026
Explores why counting only revenue and new clients hides real business development progress. Highlights early indicators like new relationships, expanded networks, visibility, and pipeline activity. Suggests tracking outreach, follow-ups, pitches, and positioning feedback. Notes growth in confidence, clarity, and repeat work as meaningful signs that momentum is building.
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Don't Let Revenue Be The Only Measure
- Measuring only revenue and new clients gives a narrow, lagging view of BD progress.
- Recognize earlier signals so you don't quit before results appear.
Plan For 12–24 Month Timelines
- Expect BD timelines to be longer than you think and plan for 12–24 months.
- Stay disciplined, strategic, and consistent to accelerate results.
Small Actions Open Big Networks
- A client who thought he made no progress actually discovered a local chapter and joined a national group with non-lawyer referral sources.
- That expansion created real pipeline and leadership opportunities.