Questions & Answers

Question: Why should I have to be responsible for bringing in new business?

Answer: Here’s a new way to think. Business doesn’t just show up at the doorstep. Everyone who is in a profession, whether working on their own or with others, has a responsibility to bring in new business. As a professional, you really are responsible for bringing in roughly 3.5-5x your salary + benefits (including bonuses) to make the math work for the firm’s continued success.

The real question is not whether or not you need to do it, it’s HOW can you do it best? Some people thrive on being highly visible, by writing articles and serving on speaking panels. Some professionals attract new business because of a very unique and narrow niche. If I’m the #1 attorney for getting approvals for new medical devices, that’s where I should concentrate my expertise. If I’m known as an expert in highly contested divorces between dual professional parents, that’s where I should find ways to showcase what makes me the best fit for that type of client. Once you understand EVERYONE needs to bring in business, it’s easy to shift the focus to: What business could I bring in better than others?