On Friday, I had a three hour coaching session with Shawn Tuma. I particularly enjoy working with Shawn because he has the burning desire to become the best lawyer he can be and he is open to ideas. After our session, Shawn posted a blog: Are you like Clark Griswold or Ray Lewis? In describing his previous client development efforts, Shawn included the famous dialogue from the Christmas Vacation movie:
“He worked really hard, Grandma.”
“So do washing machines.”
When you read Shawn’s post, you will see that just working hard at client development is not enough. I encouraged him to become more focused. After he figured out what he wants to accomplish and why it is important to him, I told him that breaking down goals and actions into smaller components is essential. Each lawyer I coach, including Shawn, creates 90 days plans. You should try it also. Here are steps to follow:
- What one thing do you want to learn in the next 90 days?
- What one book would you like to read in the next 90 days? (Tell me a subject and I will suggest one for you).
- Make a list of client development activities you want to do the next 90 days (e.g. go to lunch once a week with a client/referral source, write an article on… attend …industry meeting)
- Prioritize your list.
- Email your list to me or share it with a close friend or family member.
- Each 30 days report on what you did the last 30 days and your plan for the next 30 days.
- Each week on Sunday list what you plan to do next week, estimate the time it will take and put on your calendar when you plan to do it.
I hope through reading about Shawn’s coaching experience you will feel like you had one of your own.