The autumn is always a reset moment; the summer holidays are over, clients return with urgency, and inboxes fill again. The temptation is to leap straight into delivery, but the smartest senior leaders pause, reflect, and deliberately refocus their business development efforts.
For experienced professionals, BD isn’t a side activity or something you squeeze in when fee earning allows. It is part of the job. Done well, it creates resilience, opportunities, and long-term client loyalty. The foundation of that work is your network built your way.
One way to think of your network is as a funnel: at the top are all your contacts – clients, professional peers, referrers, former colleagues, even personal acquaintances. Over time, through thoughtful contact and consistent follow-up, some of these contacts become stronger relationships. From there, work and referrals flow naturally.
So, start With You and your personal style and brand. It goes without saying that not everyone is a natural networker and that’s fine. BD isn’t about becoming someone you’re not; it’s about being deliberate and authentic. So, ask yourself:
- What kind of BD feels natural to me?
- Do I prefer writing, speaking, or one-to-one coffees?
- Who do I genuinely enjoy working with—and when did I last speak to them?
- Who have I done great work for? I should remind them and tell others about it too (discreetly, obviously)?
Alex, from our case study, realised evening events clashed with family life, so they set up coffees during the working day instead. The principle is simple: do business development your way.
Next, put real effort into reviewing your network and reconnecting with it. Take stock of the year so far. Where has your work come from—repeat clients, referrals, chance introductions? Which contacts have been left unattended?
Once you see the patterns, reconnect, but do it in a way that is appropriate to the individual concerned. This might be:
- Sending a useful article
- A simple “thought of you” note
- Setting up an October coffee
Alex started here, making thoughtful, low-pressure and light touch approaches. It re-energised dormant relationships without any hard sell.
Build a personal business development plan that works for you. You don’t need a thick strategy document. But you do need clarity. Try this three-point plan:
- Three key contacts to nurture
- One weekly BD habit
- One stretch goal for the next quarter
Alex blocked two hours every Wednesday morning for BD. That discipline created rhythm and structure, turning good intentions into measurable progress. Sticking at was the real key for Alex; BD is truly an ongoing activity that bears fruit on an ongoing basis, often when you least expect it.
Always remember of course, networks are not only external. Your internal network — colleagues, juniors, peers — matters as much as external contacts. Who knows what you do? Who can you refer work to? Who can refer work to you? Who should you know better inside your own circles? Who can help and support your progress through the business?
Alex realised strengthening internal relationships opened new opportunities and made external conversations easier. Both sides of the funnel mattered.
Remember, your network is your lifelong asset; it’s something you will always own yourself. So yes, whilst you are investing in your network for now, it is an asset that will always be there into the future.
Now is your chance to reset. Like Alex, you’ll find that deliberate, authentic actions — taken consistently — are what keep your funnel alive. Every conversation, every note, every coffee builds the platform for long-term growth.