Many fractional executives struggle with the same challenge: "I don't have time for business development." In this solo episode, Bradley Jacobs tackles this common excuse head-on, revealing the harsh truth that finding new clients is the most important part of your business, whether you like it or not.
Bradley breaks down the difference between "not having time" versus "not making time" and provides a practical framework for sustainable business development. He introduces a simple 30-minute daily routine: 15 minutes for content creation and 15 minutes for connections on LinkedIn. This approach has helped countless fractional experts, including guest Ellie who built a $1.4 million pipeline in just four months.
The episode covers reframing business development from "selling" to sharing your expertise, applying the 80-20 principle to maximize impact, and setting up systems for success. Bradley emphasizes doing the hard work first thing in the morning and leveraging tools, AI, and virtual assistants to streamline the process.
Learn More:Scale your fractional practice: https://mylance.co
Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 - Welcome and intro to time challenges
01:14 - Time vs making time: language shift
02:19 - Why we avoid business development
03:30 - Client attraction is business lifeblood
04:58 - Referrals have limitations as strategy
05:48 - Finding your zone of genius
06:55 - Creating empowering narratives
07:24 - The 30-minute daily framework
08:25 - Compound effects of daily actions
09:25 - Alternative strategies beyond LinkedIn
10:23 - Discipline vs enjoyment balance
11:32 - Protecting your morning routine
12:47 - Tools and AI for automation
13:56 - Leveraging virtual assistants
15:16 - Episode recap and key takeaways