What Have You Learned And How Is It Working For You

Developing the Next Generation of Rainmakers What Have You Learned and How Is It Working for You? What have you learned from reading my blog posts? More importantly, what are you doing differently and how is it working for you? I I ask because my blog can only be a valuable tool for you if you are taking some action to implement ideas you learn from me. Way back in 2006 I started coaching a Gray Reed & McGraw  associate litigator,  Jonathan Hyman. Jonathan was one of the most motivated lawyers I have ever coached. Jonathan is now a very successful Gray Reed & McGraw partner. Shortly after the coaching he and some others in the coaching program shared what they had experienced and learned with the Gray Reed & McGraw lawyers at their annual retreat. At the time, I asked Jonathan to write some of the points he made at the retreat. Here were his thoughts: In the year before I began the coaching program I originated a decent book of business for a lawyer my age. During the year I was involved in the program that number increased almost three fold. There is no way to quantify how much of that increase came from the coaching program. The only thing I can say is that I am doing things differently than before and good things are happening. While I learned a great deal from the program, the following three philosophies stick out the most: (1)   How to view the world from the client’s perspective, or as Cordell quoted from his friend Charlie Miller, Listen to the “Voice of the Client.”  I learned to listen before speaking, and learned to direct my thoughts and comments to what I had heard. Once I bought into this fundamental notion, I approached client development from a new perspective. (2)   The importance of personal relationships. My favorite Cordell Maxim is to “make your friends your clients and your clients your friends.” I enjoy building relationships. Cordell helped me become aware that that if I develop trust and rapport without “selling,” I will have a greater chance to be successful. (3)   Provide value to the client or perspective client in ways that don’t involve billing your time. Send articles, share resources and demonstrate a genuine concern for your clients and their business. Jonathan wrote a blog for you last year titled:  Young Rainmaker Offers Six Tips to Market Yourself. I am confident you will find his tips helpful. I would like to hear from you. What are you successfully implementing? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.