Do you know about the 80-20 rule, also known as Pareto Principle? As a lawyer, over time you will likely find that:

• 80% of your business will come from 20% of your clients
• 80% of your referrals will come from 20% of your referral sources
• 80% of your new business will come from 20% of the client development efforts you make

I experienced all of these 80-20 rules during my career. You will also. The key is to figure out which 20% of clients, which 20% of referral sources and which 20% of client development efforts. The lawyers I know and the lawyers I coach that are most successful all work hard. But, more importantly, they all work smart and focus on the right things.