Not all my work with accountants and lawyers is focused on getting new clients. Some of it is about managing your growth. If you want to grow you are going to have to learn to delegate more of the lower level work and admin to someone else. Does it cost you to delegate? It’s costs you not to delegate. For example, if your billing rate is $350 and you spend a couple of hours doing IT or Admin work that could easily be delegated down to someone you pay $30 and hour, you save $640. Not only do you save that money, you now have 2 hours freed up to either work on some higher level work, or get out there and drum up new business. When you do the math, it doesn’t make any sense to continue trying to do it all on your own.
I am working with a client who is nearing the end of our six month program. For the past few calls we have been working on managing the growth of his practice. You have likely heard the expression, “Dress for where you want to be, not where you are.” The same can be said about your practice. Act where you want to be, not where you are.
This of course refers to changing the way you manage your practice as you grow. It involves changing your behavior. It means more delegating, becoming more selective in the files you take on, grooming the juniors to handle more of your work and building your team. This client gets it. He can see this is the only way forward to reach his goals.