How many times have you heard…“Don’t get too excited… You don’t want to be disappointed.” I bet, a lot!
When is it time to get excited about a new case or new project? When the client says they’re moving forward or when they sign the engagement letter or when you receive the check? In my book… all of the above!
The other day I was coaching a client and he shared with me that his client said they would be moving forward on the project. My client said cautiously that he always waits to see the check before he believes it. I said, why not choose to believe your client is telling the truth and will be moving forward? Be happy about it and let your enthusiasm feed more business development efforts. Enjoy each step of the process because it will fuel the next step, and the next step! Success shouldn’t only be measured by receiving a check. It’s about playing the game and enjoying it along the way. Don’t we cheer for the baseball player that gets to first base and then again when he reaches second?
Let’s face it, no one ever died of disappointment. Yes, the deal may hit a bump in the road, there may be delays or the check may not be issued, but chances are it will.
The benefit of celebrating the fact that the client said they are moving forward is renewed enthusiasm for the business development progress. Just imagine what your practice could be if you really enjoyed business development?
I see it sort of like this…
If you can’t enjoy a date until you know if you’re going to get married… there would be a lot of miserable people on this planet! Enjoy the date, and look forward to what may happen next.