The Business Development Shift

Lawyers, consultants and expert advisers are rarely taught how to bring in work, and many quietly dread it. Doug Ott, a business development coach who has spent decades working with exactly these professionals, argues that the answer lies not in charisma or chasing every lead but in curiosity, trust and steady, repeated effort. He sets out the changes in thinking that turn winning clients from an intimidating chore into an ordinary habit built on relationships.

The advice is practical and grounded: getting past the fear of reaching out, asking better questions, and staying in mind with the right people, all without an awkward pitch. It suits an associate trying to build early momentum as well as a senior professional looking to deepen a network, and anyone who would rather connect than sell.