Avoidance Behaviour and Impostor Phenomenon in Professional Services with Michael Schiffner

Michael Schiffner has spent years helping professionals get better at business development, and this conversation gets to the heart of why that matters. As the founder of Collective Intelligence and former National Business Development Coach at KPMG, Michael brings a practical and refreshing perspective to an area many lawyers still resist. We talk about why BD is such a pain point in professional services, why so many people confuse it with selling, and how that misunderstanding gets in the way of building strong, long term client relationships.A big part of the discussion focuses on what actually drives growth. Michael explains that effective business development is not about being pushy or performative. It is about trust, generosity, consistency, and staying front of mind. We also explore the research behind The Activator Advantage and the three behaviours that sit at the centre of it: commit, connect, and create. One of the more useful parts of the conversation is Michael’s challenge to the idea that only extroverted rainmakers succeed. He makes a compelling case that introverts can be highly effective in BD when they lean into their own strengths.We also spend time on the internal barriers that make BD harder than it needs to be. Fear of rejection, perfectionism, and competing commitments all show up in this conversation, along with the stories professionals tell themselves about why they are not naturally good at this part of the job. Michael shares how his coaching work, including his wisdom circles, helps people work through those patterns and build habits that are realistic and sustainable. If business development has ever felt awkward or unnatural, there is a lot in this conversation that will shift the way you think about it.CHAPTER MARKERS00:00 Michael Schiffner and the BD Problem01:25 Why Professional Services Firms Struggle with BD02:26 Business Development Versus Selling05:49 Why Introverts Can Succeed in BD09:10 The Activator Advantage09:45 Commit, Connect, Create14:00 Fear, Perfectionism, and Mindset Blocks17:22 Wisdom Circles and Coaching20:29 Hidden Barriers to Action22:01 Why BD Is a Long GameGuest Links:LINKEDIN: https://www.linkedin.com/in/michaelschiffner/WEBSITE: https://collectiveintelligence.au/More From Damien:Website | LinkedIn | YouTubeWORK WITH ME:Book a Mediation or a 15-minute Discovery call with Damien: https://www.evolveresolve.com/bookingWebsite: https://www.evolveresolve.com/LinkedIn: linkedin.com/in/damien-van-brunschotYouTube: @evolveresolve Email: [email protected]