Successful business development and networking require a multitude of skills and daily practices, but the foundation for all of these is mindset. Today we are joined on the show by
Jim Ries, who is the Director of Business Development at
Offit Kurman, a full-service law firm with 14 offices in seven different states. Jim is also the host of the
Java with Jim and is truly a wealth of knowledge and experience in the field. In our conversation, we drill down into Jim's wisdom, unpacking the approaches and mindset that have served him so well over the years. We talk about the components of building a meaningful network and how to add value to this community constantly. Jim goes out of his way to underline the importance of following through and reminding us of the vital role of the human element of interactions. For Jim, any meaningful connection is built around authenticity and empathy, things he likes to lead with when meeting new prospects.
Key Points From This Episode:
- Jim's unique career path and the factors that have enabled him to excel.
- The mindset Jim embodies in order to sustain and build his network every day.
- Important soft skills that Jim has developed and applies in his work.
- How Jim approaches connecting in an authentic and personal way before getting into business.
- Preparing for networking opportunities and Jim's mindset going into meetings and interactions.
- Staying motivated and focused on the long-term rewards on a daily basis.
- The dangers of empty offers and fake giving; the failure to follow through on networking promises.
- Staying committed to following up with prospects and why this area of networking is often forgotten.
- Writing things down and calendarizing your commitments to make sure you do them!
- Jim's morning and daily routine and the parameters he puts on his time
- Challenges to balancing a normal workload with business development goals.
- Job security is associated with building a strong book of business at a firm.
- The value of patience and persistence in the business development field.
- Two calls to action for today; making time for follow-ups and exercising patience and persistence!
