In this week’s Rainmaking Recommendation post, trainer and expert Jaimie Field talks about breaking the cycle of stopping and starting your business development. Does that sound like you? Read on…

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With all due respect to Susan Powter (who you ask?? keep reading), I’m asking you to “stop the insanity!”
In the heyday of really annoying 1990s infomercials, a spiky-haired blonde lady would invade our t.v. sets almost hourly telling us that the diet industry is broken and selling us on her plan to lose weight.  Susan Powter and her catchphrase: “Stop the Insanity!” became a viral meme before there were viral memes.

But in this instance, I am speaking of the insanity of how you are stopping your business development progress.

Prior to working with them, many of the attorneys whom I coach have experienced the Feast or Famine Cycle.

You work hard on marketing and business development for your practice; you’re networking and meeting new people; you’re establishing your go-to-authority on social media and the clients start hiring you.  However, because you are now busy with billable work, you stop doing the activities that brought in new clients and matters and concentrate solely on the client matters.

Suddenly the matter ends and you have a lot of extra time on your hands, so you scramble to get new clients once again but without the momentum you once had, the new clients trickle in more slowly.

And you start your business development activities again, only to abandon them when you get busy with billable work once more.  And this cycle repeats over and over and over and….

STOP THE INSANITY!

What I explain to my clients is very simple: you must do some sort of marketing or business development activity every single day! Some of the activities take 15 minutes, some take a few hours, but you must commit to creating a business development habit daily.

Business development requires constant momentum.

Way back in 2013, I provided mathematical proof that you potentially have 35 hours a week (without even counting weekends), after billable hour requirements and sleep and a workout, to do anything you want.  That’s 7 hours per weekday to use in any manner you please.

Before you get on my case that it takes more than 8 hours of work to bill 8 hours to clients, I know (and that’s for a different discussion about why THAT is happening), but there are still 35 hours per week for you to use in any way you want – even if you use some of that as more billable time.

I have said this repeatedly – business development is simple, but not easy.  You have to make the commitment that you are going to take the time – even if you can only spare 15 minutes – to execute the activities necessary to keep the business development momentum going.

  • If you are a mid-level associate who would like to become a partner or a partner looking to become a Rainmaker and are interested in individual coaching but would like to take it for a test drive, schedule your FREE Rainmaking Coaching Session
  • If you are a law firm leader and would like to discuss bringing a training program or a Rainmaking Seminar (with Ethics CLEs) in-house please email me. 
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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.