Every year, usually sometime in December, I hear from attorneys who tell me they want to get more serious about business development in the coming year. They want a plan, more consistency, stronger relationships, and better results.
Then December happens.
Year-end work piles up, the holidays arrive, calendars get messy, and suddenly the plan gets pushed to January. Then January gets busy too, and before long another year is underway without much changing. The lawyer who wants a fresh start with building their book of business are back into old habits and routines.
Do not do that again.
October and November are actually a great time to start thinking about 2027. Look at where your business came from this year, which relationships mattered most, who you should know better, and what you said you were going to do but never got around to doing.
Most lawyers do not have a knowledge problem when it comes to business development. They know they should stay in touch, show up, follow up, make introductions, and remain visible. The challenge is doing those things consistently.
That is where a coach can help. A good business development coach should help you build a plan that fits your personality, your business, and your real calendar, then hold you accountable for actually doing the work.
The best plan is not the most complicated one. It is the one you will execute.
Relationships take time, and opportunities rarely show up on your preferred schedule. The conversations you begin now could create opportunities six months or a year from now.
All opportunities come from people, but you cannot wait until you need an opportunity to start investing in people.
2027 is coming. Start now.
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Thom Singer is a business development coach for business lawyers. He also regularly speaks at law firm partner retreats.