1. Highly
educated lawyers tend to think they already know everything they need to know
about developing business, which can cause incorrect assumptions and
presumptions regarding current and prospective new clients.
2. Many
lawyers think “sales” and business development are easy and require little more
than common sense.
3. Most
lawyers default to some combination of mile-wide, inch-deep, broadcast
“marketing” efforts and reactive, opportunistic responses to questions and
inquiries.
4. Many
lawyers mistake activity for productivity.
5. Most
lawyers know their own practice, but not the whole firm’s – i.e., they have a
“hammer looking for a nail” mentality.
6. Most
lawyers do not have or use a regular outreach and
client development action plan. Instead, they engage in client or business
development only when they are not busy (which, for most successful lawyers, is
not very often).
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