Overview

Most professionals are never taught how to develop business, let alone how to do it in a way that feels natural, repeatable, and authentic. In The Business Development Shift, business development coach Doug Ott flips the script on traditional sales advice. Instead of relying on charisma or chasing every lead, professionals learn how to grow their practice by focusing on what truly works: curiosity, trust, and consistency. Drawing on decades of experience coaching lawyers, consultants, and expert advisors, Ott shares the mindset shifts and real-world strategies that transform business development from an intimidating chore into a relationship-driven habit. From overcoming fear and building confidence, to asking better questions, to staying top of mind with the right people, The Business Development Shift offers a clear, practical path to long-term growth, without the awkward pitch. Whether someone is an associate looking to build early momentum or a senior professional ready to deepen their network, this insightful resource will help them stop selling and start connecting. Business goes to those who show up consistently, and The Business Development Shift shows professionals how.

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9781636988399

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Author Information

Doug Ott is a business development coach, consultant, and speaker with over thirty years of experience in relationship-driven sales and client growth strategy. For the past fifteen years, he has helped lawyers, consultants, and professional service leaders grow their practices through a blend of curiosity-based conversations, strategic structure, and consistent follow-through. Before launching Doug Ott Consulting, he held leadership roles at Deloitte and Accretive Solutions, where he coached senior professionals and led national BD teams. Doug is known for his practical, candid style and has advised AmLaw firms and global consulting groups. He lives in Truckee, California.

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