The questions in our recent Business Development Confidence Survey should have stimulated you to think about why your confidence level is wherever it is in relation to the factors we asked about. Here’s how to begin understanding your situation, and begin thinking about how you can influence it.

For each question, the left column explains the likely cause of your circumstances; the right column suggests how to begin remedying it.

Question 1) I have a steady stream of high-quality leads, i.e., prospects who invite me to discuss how I might help them with a specific challenge or opportunity.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 2) I convert 100% of these invitations/sales opportunities into paying clients. (And I know this because I track attempts v success.)

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 3) I’m constantly invited to write articles and speak at industry conferences about business challenges that drive demand for my expertise.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 4) I have a robust referral network that produces a steady stream of sales opportunities.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 5) I’m well-positioned in a growing market segment, i.e., I’m known for the right things, by the right people.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 6) My business development skills make me feel completely secure about my future.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 7) I'm committed to devoting a minimum of two hours per week to learn and practice my business development skills.

If you’re not generating the amount and type of business you need, and your response was closer to “Disagree” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Agree” (6-10):

Question 8) Rate your overall confidence level about your current capability to bring in the type and amount of business you want.

If you’re not generating the amount and type of business you need, and your response was closer to “Stomach-Churning Anxiety.” (1-5):

If you’re not generating the amount and type of business you need, and your response was closer to “Confident, Serene” (6-10):