Almost overnight, there has been a profound change in the way we can build or tend to client and referral relationships. No meeting for coffee or happy hours. No conferences, no networking. No events. No dinners.

At some point, we all hope COVID-19 will be a distant, albeit painful, memory. But for those of us who are in the professional services world, we are wondering what to do right now. Here are a few ideas.

As I've advised my business development clients, this not time to market your services. It is time to show that you are a true trusted adviser of your clients.

Business development and life are about building relationships. Now we need to do this from a distance. How can we appropriately do that during this challenging time?

Stay in touch. Check in with clients by phone or videoconferencing to find out how they're doing. This allows some face-to-face interaction. Make the extra effort to connect via phone or video, rather than just sending a quick email saying, "How are you?"

Make your contact more personal. Be different. While everyone else is sending a text or email, I recommend a stronger connection than that.

We can't see them in person, so schedule a phone call or video call to connect and let people know you care and are thinking about them.

At the least, pick up the phone. If nothing else, leave a thoughtful voicemail.

If sending an email, use caution with the content and tone of your messaging. Some communications I've seen are written like things are "business as usual." That is simply not so. The world right now is not operating as business as usual. Strike the right tone to express concern but still be reassuring.

Don't forget your referral sources—they'll want to hear from you, too. They are in the same boat as you. Ask how they are doing and whether they have any new tricks to stay in touch during this time.

You could even set up a videoconferencing call to introduce two referral sources. You could host the call and put two or more of your referral sources and you together. Don't stop networking. Others may welcome that opportunity to be in touch with each other.

Take the long view. Settlement meetings are being canceled. Courts are closed. Client projects that seemed so important to them last week are being put on the back burner. These changes will no doubt affect you negatively in the short term; your workload, your collections and your profitability. But, in the long term, handling these changes gracefully will positively affect you even more. Let clients know you understand their decisions to slow down and that you will be there when they're ready to move forward. Help them untangle any issues that need to be dealt with now. Be sensitive to their cash flow situations.

Here are some other ideas on how to stay on top of the situation:

If you're my client, you're already probably doing this, and it works well in this situation. Block 30 minutes on your calendar first thing in the morning. If you do anything first thing, you are much more likely to get it done. If a to-do is not on your calendar (i.e., time blocking your calendar for marketing activities), it is unlikely to get done. We all live by our calendar. A client once said, "At the minimum, I can do at least one of my marketing to-dos first thing before I get involved in a legal matter."

Can you make your "once-a-day vitamin" a once-a-day marketing action?

Get savvy about Zoom, FaceTime or Go to Meeting. You can't book a lunch at a restaurant right now, so book a lunch over videoconferencing. You will both be at your home offices and eating lunch at your desk. Everyone needs to eat.

Social distancing probably means saving time on your commute, so you have more time for the actual personal interaction … and you won't be in the traffic!

It's going to be a tough road ahead for a while, but with the proper approach, attitude and actions, you will be in a much better position when this cloud eventually lifts.

I look forward to hearing about your challenges and successes.

Robin Hensley's column is based on her work as president of Raising the Bar and coaching lawyers in business development for 19 years. She is the author of "Raising the Bar: Legendary Rainmakers Share Their Business Development Secrets."