Thanks to all of you for sharing your thoughts regarding the tragedies of 9/11. One alerted me to S.J.'s poignant email on the list serve. Some of you may remember that I was in D.C. at that time. My recollections of standing on top of our office building watching the plumes of smoke and fire from the Pentagon are vivid. The twin sister of one of my staff members was caught in Tower I. Tola did not know her sister's fate until late that afternoon. You can imagine the trauma. Her phone rang … [Read more...] about September 11, 2001
Sitting at the desk I decided to scan some old material, as I ripped apart pages, arranged neatly for the Fujitsu to do its job, I notice one page marked up so much I could hardly read it. Here then, worth sharing a few words you’ve heard in different ways before, and will likely hear again. If you find the principle difficult to accept, ask, “If this were true, what changes would I make in my life?” “Beliefs matter…you can’t perform in opposition to your true beliefs…nor exceed whatever limits … [Read more...] about You Can’t Perform in Opposition to Your True Beliefs
During a recent Peak Performers’ session one of our participants mentioned being undercut on price by a competitor. It reminded me of an important principle, one that if neglected guarantees under-performing results for your firm. We’ve all confronted this before. A prospect comes in, spends an hour or more of free time in our complimentary consultations, we carefully probe to uncover their concerns, needs and dreams for their family. We arrive at an agreement on the design of a plan to … [Read more...] about Differentiate Your Service
I just finished analyzing the 2010 financials from over 60 law firms across the country. Most of those law firm submitted financials last year. I’m putting the finishing touches on the spreadsheet all of the Members review together in a closed meeting at every Spring Summit. Interestingly, there are more law firms with an increase in revenue than law firms where the revenue went down! I guess the bottom line is that it doesn’t matter how many law firms had increased revenue – what we find is … [Read more...] about The Sky is NOT Falling!
We were recently visiting with one of our Peak Performers about their hiring process. It reminded me that, indeed, little things can and do matter. The attorney had just conducted a group interview for a new staff person and told us “... any of the people who came would be a fabulous addition.” That triggered a strong internal response requiring I weigh in on how that attitude can backfire when making hiring decisions. Here are a few thoughts to keep in mind about the attitude we should bring to … [Read more...] about Hiring With An Attitude