Now that we’re fully back into the swing of things after the Christmas break, it’s the perfect time to refocus on your business development approach. Whether you’re setting ambitious revenue targets or simply aiming to build on last year’s efforts, a strategic approach can make all the difference.
To help you stay on track, we spoke to Kerry Jones, Executive Coach for Professional Services and Founder of Kerry Jones Coaching. Kerry has supported countless lawyers in setting and achieving meaningful BD goals. Here are her top five tips for business development success in 2025:
1. Start with honest self-reflection
“The first exercise I do with my lawyer clients is to help them ‘take stock’.”
Before setting new BD goals, take time to review the past year. Reflect on key questions such as:
- What went well?
- What did I enjoy doing?
- What didn’t go as planned?
Taking stock of your successes and learning from any setbacks will help you set goals that are both achievable and relevant. Honest self-reflection provides a strong foundation for creating a purposeful BD plan.
2. Set goals that excite you
“Ask yourself: ‘Do these goals excite me? Do I REALLY want to achieve them this year?’”
The best goals are those you feel passionate about achieving. Kerry emphasises the importance of choosing goals that resonate personally. Think about what success means to you and why it matters. Common BD goals for lawyers might include:
- Reaching specific income targets
- Expanding your client base or securing new types of clients
- Increasing visibility, both internally at your firm and externally in the market
When your goals are aligned with your personal motivations, you’ll be more driven to achieve them.
3. Build accountability into your plan
“Accountability is a game-changer in both personal and professional life, so it makes sense that if we really want something, we build it in.”
To stay on track with your BD goals, accountability is key. Kerry suggests setting regular check-ins with a peer, mentor, coach, or even yourself. Here’s how to build accountability:
- Conduct quarterly reviews to assess progress and adjust your plan if needed.
- Find an accountability partner who can support and motivate you.
- Reward yourself when you hit major milestones – it’s important to recognise progress and celebrate wins.
4. Establish a morning routine
“Taking time (even 15 minutes) for yourself each morning to journal, think about the day ahead, and connect with what you are feeling is a game-changer.”
Starting your day with a positive morning routine helps you set a clear intention for your BD efforts. Whether it’s journaling, reviewing your goals, or prioritising tasks for the day, a small daily habit can have a big impact on your productivity. Kerry advises using this time to tackle difficult tasks early, ensuring your focus stays on what matters most.
5. Break down big goals into manageable milestones
“A good number of goals is around 5-8. This keeps them meaningful.”
Large BD goals can feel overwhelming if you approach them as one big task. Kerry recommends breaking them down into smaller, actionable milestones. For example:
- Break yearly goals into quarterly or monthly objectives.
- Focus on hitting small, manageable targets that build momentum over time.
This method not only makes your goals more achievable but also helps you maintain motivation throughout the year.
Ready to get started? Let’s talk!
If you need help coming up with a tailored BD plan or think you’d benefit from some personalised BD training, get in touch.
Whether it’s setting meaningful goals, building your network, or improving your visibility, we can support you in achieving BD success this year.
Whether it’s setting meaningful goals, building your network, or improving your visibility, we can support you in achieving BD success this year.
