I had a coaching session this week with a lawyer who is struggling with motivation to do something on client development. I suggested that if he worked on his business plan for 2012, in the planning process he might discover his motivation.

How should you develop your plan? First, keep in mind that as Dwight D. Eisenhower once said: “Plans are nothing, planning is everything.”

The thought that goes into developing the plan is invaluable. In order to make the planning process valuable, you should answer questions including:

  1. What is the industry for each of your major clients?
  2. What steps have you taken to understand their industry or their business?
  3. What are you doing to build a team to help you with your work?
  4. What do you consider to be your major strengths?
  5. What do you consider to be areas where you could improve?
  6. What client development efforts have you made in 2006? Which were successful?
  7. What do you perceive as obstacles to your client development success (either firm or self-imposed)?
  8. What have you done to expand relationships further with your existing clients?
  9. What makes you unique and able to add value to your clients better than your competitors?
  10. What is the one thing you can do that you are not doing now that would have the greatest impact on your client development efforts?

In September, I shared with you a plan that I thought was really well done. If you are stuck, take a look at the plan in Want an Example of a Really Good Business Plan? I think you will see the thought the lawyer put into the planning.

I am conducting a Planning For Success in 2012 webinar on December 28, 2012. It will be limited to 12 participants because I want each participant to actually have a first draft of their business plan when we finish. If you want to participate contact jflo@cordellparvin.com.