Don’t Confuse Activity with Connection

Let’s cut to it: just because someone’s doing business development doesn’t mean they’re actually building relationships. And in a service business, that gap shows up in retention, trust, and whether clients call you first.

We see it all the time, packed calendars, endless email blasts, busy LinkedIn feeds… but when you zoom in, the real connection? It’s missing.

Here’s your coaching clue:
Being visible isn’t the same as being valuable.

If you are:

• Attending events without intentional follow-up

• Sending check-in emails that read like templates

• Sharing content with no context or customization

…it might be time for a reset.

This month, challenge yourself (or your attorneys) to focus less on showing up more, and more on showing up with meaning. One thoughtful outreach. One client-centric check-in. One tailored piece of insight.

Because sustainable business development isn’t about doing everything, it’s about doing the right things with the right people.

💡 Remember: Relationships grow when you invest, not when you broadcast.