This usually starts with a conversation that goes like…
“I feel like I shouldn’t have to market my services”
“I loathe marketing! I enjoy my relationships with clients and I love the kind of work I do.
I would prefer to spend my time producing high-quality work for my clients and hitting my utilisation numbers
I feel like the time I spend marketing takes me away from doing that.”
Doing great work is necessary, however it is absolutely not sufficient to grow a significant funnel of business.
The days of “do good work and the clients will follow” are gone.
There are too many other companies out there doing good work AND developing business.
Let’s assume you enjoy your relationships with your clients and the work you’re doing.
How about you try to reframe the way you regard Business Development or Marketing?
Can you stop seeing it as taking you away from client service?
Why not see it as a way to spend more time with your clients?
More time spent understanding their goals and challenges?
How about you then view your business development efforts as educating your clients about what you can do and how you can help them achieve their goals and solve their problems?
Doing excellent work and providing excellent client service is certainly not inconsistent with business development.
However our recommendation is that you cannot leave it there.
You need to deepen the relationship on both a professional and personal level, understand their needs and wants, and stay in touch on a regular basis.