How Is Your BD Mental GaME?

The Mental Game of BD: Lessons from Mikaela Shiffrin's Resilience

​Mikaela Shiffrin recently hit an incredible milestone, her 100th World Cup victory. That’s a staggering achievement in an already legendary career. She’s the most decorated Alpine skier in history, with 15 World Championships, three Olympic medals, and wins across all six disciplines. And she’s done it in a sport traditionally dominated by Europeans. But here’s what’s even more impressive: it’s not just about the stats; it’s about what it took to get there—resilience, discipline, and the mental strength to push through setbacks.

Living in Lake Tahoe, we’ve had the chance to see her compete up close. In 2017, we watched her win both slalom and giant slalom at Palisades, our home mountain. Seeing her in person was a reminder of just how much preparation, precision, and mental fortitude go into every run. It’s one thing to hear about her success; it’s another to watch it unfold in real time.

And here’s where this ties into business development. A lot of professionals avoid BD because they’re afraid of rejection or of not doing it “right.” But just like in skiing, the biggest factor in success isn’t talent alone, it’s mindset.

Shiffrin didn’t become a champion overnight. She put in years of training, refining her technique and pushing through discomfort. Even after a serious abdominal injury in November 2024, she trusted her preparation and got back out there. BD works the same way. Confidence doesn’t come from reading about BD or waiting until you feel “ready.” It comes from doing the work, having conversations, following up, and staying in touch with your network. The more you do it, the easier it gets. BD is a muscle, and it only gets stronger with use.

Shiffrin has also faced major mental challenges, anxiety, panic attacks, and the devastating loss of her father in 2020, which nearly made her walk away from the sport. But she found ways to manage the pressure, visualization, mental training, and focusing on what she can control instead of what she can’t.

For lawyers and consultants, BD can trigger some of the same mental roadblocks, imposter syndrome, self-doubt, and the fear of putting yourself out there. The key is shifting how you think about BD. It’s not about “selling”; it’s about building relationships, solving problems, and staying top of mind. Successful professionals approach BD with curiosity and consistency, not pressure and perfection.

Ski racing is a European-dominated sport, and historically, Americans haven’t done all that well at the highest levels. Yet Shiffrin hasn’t just competed; she’s dominated. She’s proven that the right mindset and preparation can overcome even the toughest playing field. The same is true for BD. Many assume BD favors the naturally outgoing, the well-connected, or those with the “perfect pitch.” Not true. The best BD professionals aren’t necessarily the best networkers or the biggest personalities; they’re the ones who stick with it, keep reaching out, and don’t get discouraged by slow progress.
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Mikaela Shiffrin’s story isn’t just about winning but also about resilience, mental discipline, and persistence. BD is the same. The professionals who succeed aren’t the ones who nail it every time; they’re the ones who keep going, even when it’s uncomfortable.

So, here’s your challenge: What’s one BD habit you can commit to this week that will strengthen your mental game?