Recently I walked away mentally exhausted from a conversation with a gentleman who I met for the first time. I will call him Bob for the sake of this discussion. Bob was a nice guy, but his biggest problem was that the conversation was all about Bob. Don't get me wrong, Bob asked me questions about me, but I never got the feeling that he wanted to hear my answers. Often he would look away or look over my shoulder while I answered. I kept thinking to myself, "is he THAT bored with me already, or is he just easily distracted like my labrador, Jax?"

​Most of you who are not dedicated business development professionals dread the business development part of your practice. The excuses I hear are endless as to why professionals conveniently avoid business development! "I have been buried in client work." "I tried but it didn't work." "I'll get to it next week." "I don't have the right personality for business development." The list goes on!