I want you to use your imagination for a moment. Picture a group of your clients meeting and discussing you. What are the 3-5 things you believe they would say about you?
Take a moment and write those things down. Now, think about what you would want them to say about you. Is there a difference?
Many years ago I went through this same exercise. I do not specifically remember what I listed that my clients would say about me, but I do remember what I would have liked them to say about me. I wanted my clients to say I was:
- The leading transportation construction lawyer in the country;
- A lawyer who understood their business;
- A lawyer who always put his clients’ interest ahead of his own;
- A lawyer who could be trusted to always fulfill the commitments he made; and
- A lawyer who searched for innovative ways to help me achieve my business objectives.
Why did I do this exercise and why should you?
I did it because it changed how I was working with my clients. It helped me focus on what was important to them and caused me to search for ways to become the lawyer I wanted to be.
Let me know what you want your clients to say about you.