by Karen Kahn

Summer has a unique pace.  Of course deep in our “hard wiring” are memories of time off from school, summer vacations and yearning to be at the beach—all in all our focus outside and rhythm is slower.  You are no doubt finding that scheduling meetings is close to impossible, hampered by dodging vacation schedules and that “away messages” proliferate.

While relationship development may have its challenges, summer is a golden time to pull a smart plan together that is ready to go when people are “back to work” the day after Labor Day.

Smart thinking is strategic.  It involves broad and deep research to identify individuals, both inside and outside the firm, who are fundamental to achieving your goals.  It also means obtaining a detailed understanding of the business of those with whom you want to expand or initiate connection, especially for those outside of the firm. Many of my clients are finding summer associate great research allies.

Consider this summer game plan:

1. Purchase a business development journal or designate an area on your computer for planning and research
2. Define your ideal client—the narrower the definition, such as an industry—the more efficient and effective your strategy
3. List ideal clients—for example in the fashion industry or chemical products industry who would you most like to work with sometime in your career
4. Profile each of your ideal clients—know their strengths, weakness, opportunities, direction, product line, market position, etc
5. Similar to item 4— determine specific individuals you would like to get to know in your ideal clients—Google them to ascertain their career direction, distinctions, etc.
6. Research what conferences, websites, trade organizations, newsletters would give you contact and insight into your ideal client’s business and provide opportunities to build relationships with individuals related to your ideal client

Aim to gather the above information by the middle of August.  Spend the rest of the summer using your research to schedule activities for the rest of the year.  Your goal:  to initiate and expand relationships that you will sustain, grow and leverage.

Keep in mind that the starting line is the day after Labor Day—get your plan ready to cross the “go” line and take advantage of the fertile fall and early winter days.