If you are a regular reader for any number of years, or if I have coached you, I believe you could write on this subject for me and you likely know what I am going to say.
Whenever a lawyer tells me he or she has not had time for client development, more often than not I find it is not a time issue. Instead, it is a motivation issue. They are not striving to do better.
They aren’t motivated to make the time. But, why aren’t they motivated?
I find it is usually one of these two issues.
- They have not found a great answer to the “why” question. They may set a goal, but don’t have an answer on why achieving it is important. Usually this is because they are content with where they are at the time. See Success: You Can’t Be Content.
- They want to become a rainmaker, but they are not convinced they can actually do it. Back in 2012, I told the story of a lawyer I coached who needed me to convince her. Take a look at: Client Development: Change What You Think it Takes to Succeed.
If you want to read more on this topic, check out Research: Your Reasons for Change Make all the Difference