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