Gary Mitchell's Biz/Dev Coaching Blog
Follow the positive trail is a phrase I’ve coined while working with my clients. It simply means follow the positive people, reactions, results, interactions, energy etc. It has many applications in business. Whether you are looking for another job, working to build your book, looking to build more internal relationships, heck, life in general.
Don’t let the negativity drag you down. Focus and follow what is positive. Here are a few examples.
- You are working to build your book. You send out a number of emails to reconnect. Don’t worry about the people who don’t respond, focus and put your energy towards the people who do, and work to take those relationships to the next level.
- You are starting at a new firm. You are working to build relationships with associates, staff and partners at your new firm. Watch for how people react to you. If they don’t give you the time of day-move on. Focus on the people who respond in a positive way. Invest your time and energy in them.
We are surrounded by negativity all day long. This is one approach (proven) by my clients to help you stay positive, motivated and moving forward towards reaching your goals.
The beginning of a New Year always offers us so much hope. Hope for a new start. Hope for another chance. Hope to improve, learn and grow. Hope for whatever it is that we want more of.
That brings me to my all-time favorite quote. It comes from one of Goethe’s couplets:
“Whatever you can do, or dream you can-begin it-boldness has genius, power and magic in it”
I worked with a senior law clerk of a small firm in Toronto for one year. When we began our work together she didn’t even know what business development was? Before we finished our work together, she had already begun to grow her network extensively, was published and had started to bring in referrals to the firm. By the time we finished she had already brought in enough new work to pay for the coaching program three times over. And that is just the beginning.
A first year associate who had also gone through the coaching program at the same firm, in her second year of practice, it consisted of 75% of her own clients. So this goes to prove, it’s never too early to get your people engaged, and business development shouldn’t be relegated to lawyers only.
Imagine what’s possible if you engage more of your staff and junior lawyers in business development?
I just finished a work out with my fitness trainer. A great reminder of why I like coaching lawyers so much. I’ve been working out and running for over 20 years, and today was a great reminder that you can never learn too much.
In the beginning it might be more about learning. But then it quickly becomes about discipline and endurance. And then it’s all about accountability.
Are you ready to build your business development muscle?
Just off a call with a client who is coordinating a new sub-practice group. She told me how un-eventful their first meeting was and that no one had yet volunteered to take various roles on. My first bit of advice to her was to look for people to take on tasks based on ability and desire rather than seniority. If others push back, be more than open to receiving input and help from them, but be sure to set hard deadlines.
The other advice was to do some one-to-one advocating ahead of the next meeting to get her ‘soldiers’ in place, other people willing to take on leadership or accountability for some of the tasks at hand. This will give the perception of movement and others will eventually follow. When people start attending meetings that actually get things done, they will want to be a part of that movement.