Using AI to Protect Your Most Valuable Resource

​Before AI tools became part of my workflow, I was spending a significant amount of time across many aspects of my work. Preparing for meetings, customizing proposals, following up after coaching conversations, researching companies and contacts, and rewriting emails to make sure the tone and message were right.

That preparation has always mattered to me because it leads to better conversations. It also takes time.

Over the past year, I have been experimenting with tools like ChatGPT, Claude, and meeting note platforms such as Fathom to better understand where they genuinely add value. The goal is not to shortcut the thinking process. The goal is to reduce the friction around getting started and capture information more effectively.

​These tools help me articulate ideas more clearly and stay more present in meetings. Instead of focusing on detailed note-taking, I can focus on the conversation itself. Instead of spending unnecessary time organizing background research or structuring follow-up emails, I can start with a strong foundation and refine from there.

The quality of the work has not changed. The time investment has become more focused.

One of the most valuable commodities in professional services is time. Time to prepare thoughtfully, follow up consistently, stay visible with the people who matter, and ask questions that demonstrate genuine curiosity.

Most of the professionals I work with do not struggle to understand the importance of business development. They struggle with finding the time to execute consistently.

AI can help address that challenge when used appropriately. It can help refine outreach emails, draft a first version of a proposal, summarize company developments before a meeting, organize research more efficiently, and capture meeting notes so you can stay fully engaged in the discussion.

None of this replaces the work of building trust. It creates more room to do it well.

In The Business Development Shift, I discuss how small systems help professionals stay consistent even when client demands are high. Many professionals do not need more motivation for business development. They need a structure that makes it easier to follow through. AI can serve as one of those structures when used thoughtfully.

Many professionals are still only beginning to explore AI tools. Firms are evaluating which tools they allow and how to balance innovation with client confidentiality. That is part of the process.

This technology will continue to improve. Professionals who learn to use it thoughtfully will have an advantage in managing their time and maintaining consistency in their business development efforts.

You do not need to master every tool. You do not need to change everything about how you work. Start small. Focus on practical applications that support the way you already build relationships.

Over time, small improvements in how you manage your time can create meaningful advantages in how consistently you show up.

Technology will continue to evolve. Curiosity, judgment, and trust will continue to matter more. The professionals who combine both will be well-positioned moving forward.