Are you quantifying your business development efforts in any way other than comparing your receipts, your billable hours and your accounts receivable on a monthly basis and year by year basis?
If you joined a trade industry group and a business networking group three months ago, and you haven’t received a new client as a result from either action, how do you know if these groups are worth your time?
If you joined these groups in order to meet more potential clients or referral sources in your target market, add up your number of new contacts in the last three months. How many have you followed up with outside of those group meetings? How many are good quality contacts for your legal services niche? How many more of the members would you still like to meet? How many of the others will you follow up with? When is your deadline for taking these steps?
Look at your current client base. How many new clients have retained you since January? How many in the last 18 months? How have they found you? Referrals, website, blogging, advertising, public speaking