Three Ways to Level Up Your Business Development Game: For Intellectual Property Practitioners Ready to Advance Their Practice
Hetal Kushwaha
Supporting IP professionals and IP firms with building and growing their IP practice
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If you’ve been diligently investing in your professional development by building a personal brand, publishing thought leadership content, and increasing your visibility, it may be time to level up your business development (BD) activities. Advancing your BD efforts doesn’t require reinventing the wheel, but it does require intention, creativity, and a shift from passive opportunities to proactive engagement.
Below are three key areas where you can elevate your business development strategy: speaking, social media, and relationship management.
Elevate Your Speaking Engagements
Speaking engagements are a classic and effective tool in any IP practitioner's BD toolkit. Whether in person at conferences or online on webinars, these events provide a captive audience - people who have already signaled interest in your expertise. If you are already a seasoned speaker, the question becomes: how do you make the most of these opportunities?
Capture the Momentum. The goal should not be merely to impress an audience and then hope someone reaches out. Instead, implement a process to capture contact information and continue the conversation. A simple and effective strategy is to offer something of high perceived value that ties into your talk. For example:
Make it Interactive. Want to make a lasting impression? End your talk by asking participants to write down their top takeaway and, if possible, share it aloud or in a chat. Not only does this reinforce learning, but it gives you insights into what resonated most, and what you can build on in future content.
In-person Advantage. If you're speaking live, don’t overlook the power of in person touchpoints. A thoughtfully branded handout or promotional item can be memorable and useful. These tactile interactions build rapport and offer a reason for someone to follow up or better yet, for you to reach out to them.
Strengthen Your Social Media Strategy
You may already be consistently posting on LinkedIn, but with a few intentional upgrades, your content can do more than inform. LinkedIn engagement can spark engagement, attract referrals, and reinforce your credibility.
Add a Personal Touch. If you're ready to go beyond text, consider short-form video. This might mean:
Use Hashtags Strategically. Not all hashtags are created equal. While some discussions suggest that hashtags are less impactful due to evolving algorithms, they still play a significant role in content categorization and discovery on LinkedIn. Use them strategically.
Don’t Just Announce. Add Value. If you recently spoke on a panel, don’t just post a picture and list your co-panelists. Instead, share three key insights from the discussion or a question you’re still pondering. Make it useful. Make it shareable.
Explore Other Platforms. If LinkedIn is your comfort zone, challenge yourself to repurpose content on Instagram, YouTube, or even a podcast. Different platforms reach different audiences which is particularly helpful if your clients include entrepreneurs, creatives, or tech founders.
Advance Your Relationship Management
You’ve likely heard the saying: “Your network is your net worth.” That’s never more true than in business development. Yet, managing relationships effectively requires more than just a mental checklist of whom you’ve spoken to lately.
Audit Your Existing Clients. Review your current client list and evaluate the strength of each relationship. Who do you consider a key client? Where is there potential to deepen the relationship or offer additional services? Prioritize genuine value: what can you offer that’s truly useful to them right now?
Implement Contact Management Systems. Do you have a way to regularly track and nurture relationships? Whether you use a formal CRM (Customer Relationship Management) tool or a simple spreadsheet, the key is consistency. Capture every new contact, note follow-ups, and calendar periodic check-ins.
Reawaken Dormant Relationships. Sometimes relationships fade. This is not necessarily out of disinterest, but simply because life gets busy. Instead of letting these go, take the initiative to reconnect. Former clients already understand your value, and rekindling the relationship may be easier than you think. A short “just checking in” note can reopen the door.
Double-Dip Your Travel. If you’re attending a conference in another city, make the most of your trip. Reach out to other contacts in the area, and offer to meet for coffee, lunch, or even give a short in-house presentation to their team. This small effort can yield significant returns.
Ask for Referrals Thoughtfully. The best way to earn referrals is to deliver outstanding service. But don’t stop there. When someone compliments your work or leaves a glowing recommendation, thank them, and ask: “Is there anyone in your network who might benefit from a similar conversation?”
Use Email Strategically. Don’t underestimate email as a business development tool. If there’s a subset of your target audience you’d like to engage, craft an outreach email that is specific, relevant, and personal. Offer value, not just a pitch.
Conclusion: Choose One, Start Today
Business development is not about grand gestures. It’s about consistent, strategic actions over time. Choose one of the strategies above to implement in the next two weeks. Whether it’s adding a call-to-action to your next presentation, creating a 60-second video for LinkedIn, or reaching out to a former client, you’ll be one step closer to a stronger, more sustainable practice.
You’ve already done the hard part: building expertise. Now it’s time to let the right people know you’re here and ready to help.
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See you next month!