The most dangerous BD activities are the ones that feel productive.
Most consultants I know are not avoiding business development. They are doing it every day. Just not the kind that builds a pipeline.
It is easy to spend a full week attending things, connecting with people, sending messages, updating materials, and posting content – and feel like you have been working on your business.
But mid-year you look at your pipeline and it looks exactly the same as January.
That is not a coincidence. It is what happens when motion gets confused with momentum.
I have done every single activity in the infographic below. So have most of the consultants I work with. Some of them I still catch myself doing.
The list is not a criticism. It is a mirror.
Read through it and pick one activity you are currently treating as business development that is not moving anything forward.
Then stop doing it and replace it with a direct conversation.
Which one on the list hits closest to home?
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