All too often we don't consistently provide tools and guidance for our younger professionals in order to encourage them to become involved in networking and marketing activities appropriate for their career situation. Recently we began a young professionals group in our firm, inviting young bankers, attorneys, insurance providers, financial planners and other 'soon-to-be leaders' in family-owned companies in our marketplace. While they are not yet in a position to exchange quality referrals, they are developing strong bonds, sharing information and positioning themselves so that when the opportunity arises, they wil be able to generate leads for each other. Everyone has to start somewhere and it is never too soon to begin building meaningful relationships and developing relevant contacts in the community. They are all "on the same page" and are eager to help each other.

When the time comes, they will be more prepared, and more comfortable, with the idea of business development and will embrace it more eagerly than their peers who are never exposed to these kinds of situations. What are you doing to train and prepare your next generation?