Before I started my business, selling wasn’t even on my radar. The ‘s’ word doesn’t really exist in the legal industry – it’s all about “BD” – and, even then, no-one actually teaches you how to do it. There’s a lot of talk about networking and pitching, but the concept of ‘sales’ in a law firm is pretty alien.
I’ve done it, and I know I’m not the only one. Maybe you’ve done it too? When you’re starting a new business it can be really tempting to agree to work for free in exchange for “exposure” or the potential of future, paid work, especially if you’ve got time on your hands. But this can be extremely damaging for your business.
Entrepreneurship has become a topic of its very own, studied in universities, colleges and even corporate institutions. Learning how to become an entrepreneur was unheard of when I was at school - it certainly never came up in the pointless questionnaires which told us which career we were destined for. But is entrepreneurship something you can learn, or learn from?