Effective management is putting first things first. While leadership decides what “first things” are, it is management that puts them first, day-by-day, moment-by moment. Management is discipline, carrying it out.
When Stephen Covey wrote those words, I am confident he was not thinking about lawyers doing client development, but I am sure you can see the connection.
To be successful developing business, you must lead by deciding what client development activities will provide the greatest return on your time investment. Then, you must manage by having the discipline to carry them out.
So, what are the most important client development actions you can do this week? Can I count on you to have the discipline to carry them out?