When it comes time for business development you seem to have a habit. That habit is not making time for some of the most important tasks. If you want to grow your practice or your firm, you have to make time. How much has that habit cost you over the years? I know times are tough and you are challenged with time. It could start with looking at your priorities and making adjustments to allow more time for business development.
You attend conferences and listen to webinars. You read books on marketing and business development. You even get a little excited on these webinars. But then you go right back to your old habits and create an excuse or excuses for not to jump into action. I challenge you right now to think of one action or strategy that you’re learned recently and run with it. Run with it all the way to the bank. Just one thing. That will start a chain reaction of results and motivate you to try more and different things. As I tell my clients, “Nike”-just do it! If you want help, call me. That is what I do; help my clients get into action. Do the work, and live the results.
I have a lot of clients who identify procrastination as one of the things they would like to improve on. It’s very common. What is also common is that most of my clients also suffer from perfectionism syndrome. So, are they related? A fear of being judged? A fear of being wrong? Or even a fear of judging yourself?
The next time you find yourself procrastinating, ask yourself those questions.
Yesterday in coaching a group of associates, once again the issue of time came up. When and how do I make time for my business development is an age old question. In our brainstorming session, one tax associate came up with his own answer. He said “I don’t do anything unless it pops up in my outlook”. Well then, make the appointment with yourself using your outlook calendar. Sometimes it’s the simplest approach that works best. And it’s really about self-discipline.
Don’t fear making mistakes. I know, easy to say. When you make mistakes, you learn, or at least have the opportunity to learn and improve. Making a mistake on a document or argument could cost your client a lot of money. Making a mistake in marketing or business development only goes to support your learning. No one is going to die.
If you are still unconvinced, look at me. I am a living example of someone who has made all kinds of mistakes in business, and I am not only still here, my business is flourishing. In fact that’s part of the reason you pay me for my services. I’ve already made most of the mistakes you could make and in doing so can save you a lot of time and money.
So thank you mistakes. You’ve taught me a lot.
Raindance: The Business Development Guide Book for Lawyers is now available through Carswell. Click here to go to Carswell for more information and ordering.
If you are a lawyer just starting out with business development, or already engaged and looking to up your game, this book is your practical, step-by-step guide to follow in order to achieve your goals.