Inspiration from a client

I learn so much from my clients! Below is a pearl of wisdom that one of them shared with me last week.

This process (meaning: developing a book of business) is really one of taking "baby steps". The analogy you made about running really resonated with me.

Three and a half years ago, I was so incredibly stressed at work that I was unable to sleep and so I began taking walks in the morning to organize my thoughts and turn some of that negative energy to good use. After a couple of months, I actually found myself running, though at the time I could barely run a half mile. I began running longer distances. At first, I had no clear goal, just the need to burn anxious energy, but then I found I wanted to run longer and faster and I began to use the runs on a regular basis to think about work and get into shape.

Sometimes I was so busy I couldn't run, and for awhile I was injured, but instead of giving up I just did what I could and always went back to it. My expectations for myself started out very low, but I kept adding and improving. And three weeks ago, I completed my first half-marathon in 87 degree heat at a very good pace.

I think this business development stuff is like the running. I am starting slow and small, with limited expectations, just working to build up relationships and get into the habit of reaching out, contacting, following up, using opportunities, and being as helpful as a I can to colleagues, friends, others, without knowing how or if it will necessarily work. And it is already getting easier. Also, as with running, I am starting small with low-hanging fruit (friends v. just a half mile...), and will build from there. I think it really helps to follow your advice of doing what comes naturally, but working on it from a more disciplined perspective, and of keeping expectations realistic.

I hope you are as inspired by this story and analogy as I am.