This week I’ll be coaching lawyers in West Palm Beach, FL. It is their second coaching session. I want to share with each lawyer some ideas on getting to the top.

I look back now and think about how naive I was when I first started practicing law at a law firm.

Believe it or not, I thought I would just show up every day, get handed the work, and do my very best to handle it well.

My first firm after my five years in the USAF was a formula based firm. Lawyers were paid X% of what they produced and Y% of what they originated. As one senior partner told me:

“If all you do is work on other’s files, you will be limited on how much money you can make. You can’t do client work while you are sleeping.”

That was an aha moment for me. I started studying how the rainmakers in my firm and others did it. I was told to do great work. I quickly figured out that was a given. It took more than just doing good work.

Recently I’ve been thinking about what it takes to get to the top. Here’s my thought.

What else does it take? In this coaching session I share with you my observations of what separates rainmakers from fine lawyers who are not.

What do you think of my ideas?