It is hard to believe we are approaching the end of 2011. Think back to what you hoped to accomplish on client development this year. On a scale of 1-10, what grade would you give yourself?

When I asked a  lawyer I coached this year to grade himself, he gave himself a 5 and told me he had dropped the ball on client development. He asked for a way to get back on track. Here is the advice I gave him. If you want to get back on track try this simple action to become more successful.

Each Monday write down a list of all the potential client development actions you can do that week. Look at your list and determine the one most important client action you plan to do that week. Then put on your calendar when you plan to do it. Determine the second most important action and put that on your calendar. Finally, determine the third most important action and put it on your calendar.

I believe you will surprise yourself by the results you will have from doing this simple exercise every week.