Over the years I have come up with a strong opinion. It is
Client Development is not rocket science.
If I am right, why are lawyers not just doing it? Maybe I can explain and convince you.
What is the Power of “Not Yet?” If you are a senior lawyer mentoring younger lawyers, a junior lawyer trying to develop business, or a parent with children growing up, I invite you to read this post and watch the Carol Dweck video.
If you are a regular reader, you know that I am a fan of Stanford Professor Carol Dweck. Go back and read:
- Tip: One Way to Get the Best from Your Young Lawyers
- Client Development Coaching: Give Me Lawyers with a Burning Desire to Get Better
- My Week with Marilyn: Lessons for Lawyers and Parents
I recently came across a TED Talk she did in 2014. Carol Dweck: The power of believing that you can improve.
It is only about 10 minutes long, but well worth watching. If you are making client development efforts without success so far, don’t think you are failing. Instead think of it in terms of “not yet.”
Client development is more natural for some than others, but I strongly believe client development skills can be developed. I have shared it was not natural for me. I developed it.
Carol Dweck asks:
How can we build the bridge to “yet?” If you work with me, you know that we work on the process. We work on constantly making progress. I praise the lawyers I coach based on their effort.
Lawyers I coach who are focused on making progress are more engaged, more strategic and more likely to stretch themselves and get outside their comfort zone.