You’d be surprised at what you learn if you simply ask about the “local lawyers near me”. Since 15 years we’ve asked private-practice lawyers informally and formally what is preventing them from successfully engaging in business development – continue reading.
In advance of seeing the lawyer, I always ask them to complete a five-minute survey. This helps me understand how their BD experience is, what they think about BD and any obstacles or opportunities they face.
The results are almost always the same. But, the most important thing to note is that the answer to why many lawyers don’t focus on their business development tends to be:
Common Denominator
What is the commonality between all the reasons or excuses above?
These are all internal obstacles that are placed by you and no one else.
Most internal roadblocks are disguised beautifully as external ones, and the most tempting of them all is “I don’t have time.” Some career and executive coaches refer to the thought processes that are behind internal roadblocks by calling them Gremlins, or “Head Trash”. You and I both listen to an inner voice which speaks negatively about us. It gives us a list of reasons as to why we shouldn’t, or can’t, try something or be successful at something.
Your Gremlin may have been hard-wired to be a doomsday prophet, but it is now trying to protect you by filling your mind with all the doom and woe. If it does not turn out as you want, then you could get injured, angry, tired, or embarrassed.
While your Gremlin tries to keep you SAFE he keeps you small. It’s as if you don’t try at all, or give up even before starting. Does it make sense that you are feeling this way? Everyone understands the feelings of anxiety, fear and discomfort. Is it desirable to feel this way? It’s definitely not.