Building a successful practice isn’t easy. There are no shortcuts or hacks. Even if you have a lot of money and experience, even if you’re very good at what you do and have a great reputation, it takes a lot of blood, sweat, and tears (and years) to build the career and lifestyle I’m sure you want.
Stop looking for the secret sauce. Success is complicated.
But it’s also simple.
Yes, you have to get a lot of things right, but most of those things are small and obvious. You probably do most of them already.
Treating clients like you would like to be treated if you were in their shoes, for example. Being nice. Patiently explaining things. Going the extra mile.
Simple things like that.
But there’s a catch. You can’t be complacent. You have to keep doing the little things and you have to continuously improve them.
Professional services, after all.
So, here’s your plan:
Take inventory of every element in your marketing, client relations, and practice management. Brainstorm, talk to your employees and partners, and write down everything you do to get and keep clients and perform your services. Everything you do to attract them, get them to hire you, get them to return, and tell others about you.
It might be things you already do well but it could also be things that need fixing, or things you don’t do at all.
It should be a long list. Because success is complicated.
Next, the part that’s simple.
Choose something on your list you believe can be improved. Even a little. Because in any business, but especially in professional services, small, incremental improvements can make a very big difference. Attorneys work closely and directly with clients and those who can refer them, and little improvements get noticed.
All those little improvements compound and help you grow.
So, pick something and work on it. Make it better. Do it faster. Help clients and prospects feel a little better about you and your office.
Pick something you can improve and improve it. Then, look for something else and do that.
That’s the plan. And you can start on it immediately.
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