Only 20% of professionals on the partnership track do something every day to implement their Business Development Plan. This episode is about how to become one of them — not through willpower, but through habit.

Using real examples from Poised for Partnership, this episode covers why business development gets deprioritised even by talented, motivated professionals, and what it actually takes to make it happen consistently.

In this episode you will learn:

Why Sales Leadership is what your partners are assessing — and what that actually means day to day

The identity barrier that stops most professionals from embracing business development, and how to reframe it

Why motivation is an unreliable strategy, and why habit is the only thing that works long term

The 5Ps model: Plan, Prospect list, Prioritise, Pace, Push down — and how to use it to make time for business development however busy you are

How Diego's daily habit protected his practice for years — and what happened when he stopped

Take the Partnership Readiness Assessment

Free to complete, 10–15 minutes, personalised report across all 12 key indicators: https://www.howtomakepartner.com/partnership-readiness-assessment/

Download the Business Development Habit Chapter from Poised for Partnership (free)

Download here.

Buy Poised for Partnership

To buy a copy of Poised for Partnership, click here.

What help is out there for you to progress your career in the professions?

The Progress to Partner Academy is curated by key indicator. If Business Development Habit is where you need to focus, you'll find everything in one place, including:

How to Make Time for Business Development — tackles the real barriers and helps you build a routine that holds

How to Create Your Business Development Plan — helps you turn good intentions into a clear, focused plan that supports your progression

Game Plan: How to Start Winning Clients When You Don’t Know Where to Start — gives you practical first steps if business development feels overwhelming or unclear

PLUS Video Hub advice including:

Getting Serious About Business Development

Making Time for Business Development

How to Generate a Lead and Get Prospects Over the Line

Winning Work from LinkedIn

How to Always Make Time for Business Development

These resources will help you stop leaving business development until there is spare time, and start building the habits, structure and confidence to make it part of how you work.

If Business Development Habit is where you need to focus, this section of Progress to Partner will help you make time for the activity that builds your future business case, not just your current workload.

Use code PODCAST10 for 10% off annual membership: https://www.howtomakepartner.com/get-progress-to-partner/

Books mentioned:

Poised for Partnership by Heather Townsend - https://amzn.to/3ETEYk3

How to Make Partner and Still Have a Life by Heather Townsend and Jo Larbie - https://amzn.to/4iLxugM

Get full access to How to Make Partner at howtomakepartner.substack.com/subscribe