Small, consistent actions often beat big, ambitious plans
When business development feels like something you ‘should’ do but never quite get to, it’s usually because it’s sitting on your list as a big, daunting task. But most successful partners and senior associates will tell you that’s not how they do it. The real secret isn’t carving out big chunks of time; it’s building small, manageable habits into the rhythm of your week. When done consistently, those actions build relationships, uncover opportunities and increase visibility — without ever feeling like a major extra job.
The best part? Many of them take less than half an hour.
Quick-win BD habits to try
Below are five practical, low-barrier actions you can build into your week. They’re deliberately simple — but when repeated consistently, they compound into tangible business development results.
1. Send one ‘keep-in-touch’ email
Pick one person from your network — a client, referrer, prospect or former contact — and reach out. It doesn’t have to be anything elaborate. A few ideas:
- Share an article or report that’s relevant to their sector.
- Congratulate them on a piece of news or a recent achievement.
- Ask a question about something they’re working on.
The key is that it’s personal and relevant, not generic or sales-focused.
Why it works: Staying front-of-mind is half the battle in BD. These small, thoughtful interactions make sure you’re the person they think of when an opportunity arises. And because you’re reaching out with value, not a pitch, it strengthens the relationship rather than straining it. Give them a reason to call you first.
2. Add substance to two LinkedIn interactions
Scrolling through LinkedIn for five minutes isn’t business development. But contributing to the conversation — even briefly — can be.
Aim to write two substantive comments each week on posts from clients, contacts or sector leaders. Go beyond “congratulations” or “great post” and add a perspective, ask a question, or link the topic to something relevant in your world.
Why it works: LinkedIn’s algorithm rewards meaningful interaction, which means more people will see your name and profile. More importantly, thoughtful comments show credibility and curiosity — two qualities clients notice when deciding who to trust.
Bonus tip: If you’re shy about posting original content, this is an excellent stepping stone. Regular comments build confidence and visibility without the pressure of drafting full posts. If you’re new to LinkedIn or just feeling uncomfortable with the visibility, send your comment through a direct message to the author and use it start a private conversation.
3. Choose one opportunity to move forward
Every practice has conversations, proposals or prospects that have gone a bit quiet. Spend ten minutes reviewing them and pick one to move forward.
That could mean:
- Following up on a proposal you haven’t heard back on.
- Sharing a new idea linked to an ongoing matter.
- Offering a short call to talk through next steps.
Why it works: Business development often stalls because we’re waiting — for the right time, for the client to come back to us, for capacity to free up. Proactive follow-ups break that inertia. Even if the answer is “not now,” it keeps the door open and the conversation alive. And if it’s a “no”, this gives you a reason to focus your efforts elsewhere (and put the prospect on a ‘keep in touch’ list.
4. Share one useful piece of intelligence internally
It’s easy to forget that BD isn’t just external — it’s internal, too. Some of the best opportunities emerge when colleagues know what you’re seeing in the market and where you’re building relationships.
Spend a few minutes each week sharing a piece of useful intel with your team: a client development, a regulatory update, a new connection or a sector shift. You can do it by email, in a team meeting or on an internal channel.
Why it works: It positions you as someone who’s commercially aware and proactive, and it encourages collaboration. Colleagues might spot cross-selling opportunities or bring you into their conversations — and that often leads to work you wouldn’t have won alone.
5. Book one future conversation
Relationships fade when we don’t nurture them — and one of the simplest ways to do that is by scheduling conversations before they’re needed. Each week, pick one person you’d like to stay connected with and invite them for a coffee, lunch or quick call.
Why it works: The best BD conversations are the ones that happen before there’s a specific opportunity on the table. They’re lower pressure, more authentic, and often more revealing about what clients or contacts care about. Over time, they build a pipeline of trusted relationships you can draw on when opportunities arise.
Make it stick: build accountability
Even with small actions, consistency is the hardest part. The solution is to make them routine — block a recurring 30-minute slot in your diary each week and treat it as non-negotiable.
A few ways to make that happen:
- Block the time: A recurring 30-minute slot in your diary each week is far more effective than waiting for ‘when you have time.’
- Stack the habit: Link it to something you already do — e.g. a quick BD check-in before your weekly team meeting.
- Track small wins: Keep a simple list of who you’ve contacted or followed up with. Seeing it grow is motivating and helps you spot where you’re building momentum.
And if you know you’re more likely to follow through with accountability — many people are — structured support can make a significant difference. Regular check-ins, tailored strategies and someone to challenge your thinking all make it far easier to turn good intentions into consistent habits.
Build momentum before year-end
Our BD Coaching & Consulting packages are designed to give you that structure, strategy and accountability — especially useful if you’re keen to build momentum as the year wraps up. We work with partners, senior counsel and senior associates to design practical, achievable plans and keep them on track, so the small weekly actions add up to meaningful results.