My friend, Sridhar Ramanathan, is an astute businessman. He understands the importance of measuring client satisfaction, revenue and profits, and maintaining and developing skills and industry knowledge. He tracks all those things. And he also monitors his level of anxiety. Shridhar says, “When I start feeling some twinges inside about my pipeline being too thin, I know it’s just an indicator that I should be mindful of my business development and networking activities.
Mindful doesn’t mean frantic motion. It doesn’t mean I should suddenly book ‘power lunches’ and send out emails soliciting business. Quite the contrary. It just means that I can’t exactly predict the next set of client engagements. And that’s okay. It’s not about reacting to the ‘fuel indicator’ but rather just being aware that you have this feeling of anxiety.
Let your anxiety be your guide.