Yesterday I referenced the Wall Street Journal Blog: Law-Firm Partners Face Layoffs. I wrote that the only security in private practice is to have clients. You know that and you are REALLY trying hard to develop business. But, so far it is not working for you. Here are 10 potential reasons:

  1. You just do good work. You bought into the notion that all you have to do is good work, get a Martindale AV rating, get to know lots of people and wait for the phone to ring.
  2. You have no plan. You have no plan so you waste time on random lunches or on activities that will not bring in business.
  3. You fail to execute. You use the excuse that you are too busy with billable work. Successful busy lawyers make time for client development.
  4. You are trying to sell. You use the same selling techniques that have not worked when financial advisors or insurance salesmen have tried to sell you.
  5. You are working hard, but not working smart. You spend too much time on things that don’t matter and not enough time on things that will result in attracting and retaining valuable clients.
  6. You are more focused on you than you are focused on your clients. You are focused on what you do rather than on understanding your clients’ industry, company and client representative needs.
  7. You are not visible or credible to potential clients. You are not writing, speaking, active in the bar or community. So, even though you are a great lawyer, very few people know who you are.
  8. You are too comfortable. You are too content with where you are and what you are doing rather than striving to get better and get comfortable outside your comfort zone.
  9. You are not a team player. You work by yourself while other firms have a industry based teams working to serve their clients.
  10. You are not providing extraordinary service. You are doing good work, but your client is not satisfied with the level of service you are providing. You have not taken time to figure out what your client values.

P.S. In my post yesterday I mentioned my Group Telephone Client Development Coaching Program. Several lawyers asked for more information. My intent is to create groups based on experience. So, the first group is 6-9 year lawyers. The first session for that group will be January 30 at noon CST. The group will be no more than 10 lawyers. I am also planning on a group of 3-6 year lawyers and a group of partners.

To learn more read: Client Development Group Telephone Coaching Program.