Finding time for new business development can be a huge struggle. There’s always something else that seems to be more important. But what I’ve found is that people who don’t carve time for this, find themselves with an empty pipeline down the road. So I have 3 tips for fitting new business development into your busy schedule.

Tip 1. Schedule a block of time on your calendar for new business and consider it as firm as a meeting with a new prospect. You’d NEVER cancel one of those.

Tip 2. Don’t accept interruptions during business development time. Put your phone on do not disturb, turn off the IM, cell phone, Blackberry, pager and hang a do not disturb sign on your office letting others know that you’re unavailable- just as if you were out of the office at a meeting.

Tip 3. If you’re truly swamped, reduce the size of your prospect list. Focus on 10 prospects you’re drooling to do business with. If 10 is too many, pick 5. If 5 is too many, rethink your desire to earn more money.