Are you cut out for sales?
Some blunt truths about why so many lawyers fail when they pivot to "biz dev"
Last week I wrote a post on LinkedIn about the challenges that lawyers face when they pivot to a business development role. My basic point was that as a practicing lawyer, you’re rewarded for a certain set of skills but in sales, they actually might be counterproductive. Basically you want to have a bias for action, focus on outcomes, and try to be resilient.
There was a ton of discussion in the comments, which I always enjoy. A few common themes emerged, which inspired me to write this longer article today.
Note: I use biz dev and sales interchangeably throughout this article. To me they are both the same, but many lawyers just feel uncomfortable with the S-word and prefer “business development.”