Business Development & The Internet: What I Know Now That I Wish I Knew Then

Six years ago I started my career in business development working for VOA Associates, an International architecture firm based in Chicago. Walking in the door as the firm’s first Business Development Coordinator has since led to many rewarding opportunities (including a move from Chicago to Seattle) and learning experiences, which would not have been possible without two amazing people and rockstar business developers, Ann Volz & Meg Connolly (THANK YOU – I probably need to dedicate one post entirely to both of you). I was fortunate enough to learn very early on that business development is all about forming relationships of trust and trust is established when two people share a common interest (could be a sports team, hometown or hobby).

Today, I sit back and think about how things would have been different if I had realized the power of the Internet and the role it plays in developing relationships and building trust (thank you, LexBlog). I am not saying that the Internet was foreign to me (come on, I am a Digital Native, right?) or that I did not use it to research clients and potential clients but I was not taking advantage of its fullest potential.

After reading Paula Black’s “Legal Business Development…If I Knew Then…What I Know Now!” where she shares advice (via Oprah) given by accomplished men and women (what they wish they knew when they were 25) as a way to inspire the lawyers she is working with, I was inspired to write my own version and hopefully help a few people along the way. It’s not like I would change my behavior of how I would develop relationships but instead of meeting for that cup of coffee to establish common ground with someone I met at an industry event, today I could follow that person on Twitter, Facebook or Linkedin and start to learn the things that they care about – get a sense for who they are.

For those of you who know LexBlog, have talked with me or one my amazing teammates, you have likely heard them ask…

Are you using the Internet as a tool for accelerating your relationships and word-of-mouth?

This is a question that LexBlog President, Kevin McKeown, has been asking for longer then I have been around LexBlog but it is one that has changed my professional life and business development career for the better. You’ll understand why if you read Are You Using the Internet as a Tool for Accelerating Your Relationships and Word-of-Mouth?. Believe me, I didn’t grasp what that meant right away but instead I jumped in and experienced it for myself. Real world example – I have never actually met McGlinchey Stafford CMO, Eric Fletcher, in person but have followed his Tweets and blog very closely over the past several months, enough to get a sense for not just his expertise but also his passion and personality. In fact, his blog was one of my inspirations for this post. I know that when I do finally get the chance to meet him in person it will feel like we’ve had coffee together 10 times before.

Here are some final thoughts/takeaways that I will leave you with:

• The Internet is a powerful tool, especially for those focused on business development (this only became obvious to me a couple years ago)
• Getting to know someone with the tools online can be the equivalent of a handful of F2F coffee or lunch meetings
• Experience the power of the Internet yourself and BE yourself, do what comes natural to you (don’t act any different just because you are online)
• Spend time getting to know your audience online (learn about their interests, expertise, likes & dislikes)
• Do this by using listening tools (Google alerts, Twitter, Facebook)
• Make connections online with people you have common interests with (again, if you listen, you will know what these are)
• Share information with your audience
• Follow the people I referenced in this post

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