The Metrics That Measure Law Firm Business Development

In "Which Metrics Matter Most," in the National Law Journal, Adrian Danton suggests measuring the components of "non-billable hours" and starting to measure the activities that are known to be most effective in business development.  Writing promotional material (or a blog) is business development, but it's not as productive an activity as an hour of face time with "centers of influence, prospective clients, and, especially, clients."  Makes sense, although at least some of the work of business development is figuring out how to get the face time in the first place.