Client Development Key Idea Get To The Edges And Connect Things

Developing the Next Generation of Rainmakers Client Development Key Idea: Get to the Edges and Connect Things Most lawyers think logically and linearly. It certainly is no surprise since that is how we were taught to think. Yet, to take client development to the next level, I must convince lawyers I coach to exercise the right side (the creative side) of their brain. So, we focus on exercising the right side of their brain. Several years ago, Seth Godin posted a Blog titled “Creativity and stretching the sweatshirt.” It resonated with me. In the post, he said: Creativity is the stuff you do at the edges. But the edges are different for everyone, and the edges change over time. He also suggests that if you are not creative, then watch the creative things other people have done. I ask lawyers I coach what they can do around the edges to attract and be valuable to potential clients. They frequently ask me to share examples. Here are some ideas I have shared. During my career some of the things I did around the edges were: What are the edges now? I think if I was still practicing law today and could do anything I wanted, I would: I like this Steve Jobs quote, in part, because it describes what I did and would do now: Creativity is just connecting things. When you ask creative people how they did something, they feel a little guilty because they didn’t really do it, the just saw something. It seemed obvious to them after a while. What does this quote mean in the legal profession? Connecting things is the ability to take what is going on in the world of your clients and see the potential legal issues or opportunities. How was I able to connect things when I practiced law? I was insatiable to learn and experience everything I could about the transportation construction industry. By doing that, I was able to see connections other people missed. So I end this post by asking you two questions: 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.