What the Orcas Taught Me About Business Development

​I'm writing this from our vacation home in British Columbia, where my family and I are enjoying a few weeks away.

One of the highlights of the trip was spending a day on the water in a Zodiac, watching a pod of orcas hunt seals.

It was an incredible experience.

What struck me most wasn't the hunt itself. It was how the orcas behaved. They were quiet and relaxed. Nothing looked forced or loud. Every movement had a purpose.

Our guide explained that hunting seals is very different from hunting salmon. Seals are much smarter, making them far more difficult to catch. Success depends on patience, coordination, and knowing exactly when to act.

As I watched them, I realized they weren't trying to create more opportunities. They were completely focused on the opportunity in front of them.
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That stayed with me long after we headed back to shore.

Over the years, I've noticed it's easy to mistake a full calendar for progress. They're not always the same thing.

The professionals who build strong practices over time aren't necessarily the busiest. They're usually the most deliberate about where they invest their time and attention.

I've intentionally kept my schedule lighter during this vacation while continuing to lead group coaching sessions for several key clients. Those relationships matter, and maintaining that rhythm matters too.

I wrote about this in The Business Development Shift. Sustainable business development isn't about trying to do everything. It's about making thoughtful choices, investing in the right relationships, and being consistent over time.

Watching those orcas reminded me that progress doesn't always come from moving faster or making more noise.

Sometimes it comes from staying patient, staying focused, and knowing when to act.

I know we're in the middle of summer, and things tend to slow down for many people.

Use that to your advantage.

Before your calendar fills up again this fall, choose one relationship that deserves more of your attention.

Reach out. Schedule a coffee. Make the call.

The best business development rarely comes from making more noise.
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It comes from knowing where to focus your effort.