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Message: Hi, I thought you might be interested in this article I found. How Did This Happen? If you spend any time watching the cable news television channels, you will recognize the success strategy they employ. The political leanings of the station are unimportant because they all follow the same formula. The station hires talking heads with impressive credentials and then encourages them to advance extremist theories. They tout their solutions as a panacea for the issues of the day leaving little room for doubt or disagreement. When their candidate makes a decision and it goes bad, the talking heads all shout the phrase: “How did this happen?” It would be comical (and highly entertaining) if only the people actually running the government were not following the same script. Before you start nodding your head in agreement, take a quick glance around your own law firm or circle of professional colleagues. There are lots of lawyers out there looking for the ONE solution to help solve their client attraction problems. They reach for Search Engine Optimization, Social Media, Directory Listing/Matching Services, Pay for Placement SuperDuperElite Lawyer Awards and every shiny new object they can find, hoping against hope that this ONE thing will get them twenty new clients this month. Eventually, when they realize they spent $20,000 on an electronic billboard that nobody reads, they blame the billboard sales guy. You should not blame these hucksters for your lack of new clients. It’s not about them. It’s about YOU. In reality, you need one specific thing in order to grow your law firm… Personal responsibility. You read that correctly. You need to take personal responsibility for the success of your firm. This means you must deeply believe that you and only you are responsible for your success. Not your clients. Not your website developer. Not the economy. The only person responsible for your success is the guy in the mirror. It is only after you have embraced this fact that you can begin to make forward progress. Once you have accepted your role as the architect of your future you will change your approach toward law firm strategy and business development. Instead of looking for something to drive 100 clients to your doorstep, look for ways to improve your own approach toward client attraction. After accepting personal responsibility for your firm’s success you can then focus on the seven basics of law firm strategy. They are: Match your message to your target audience: Stop talking about yourself. Talk about the issues that keep your clients awake at night. Become a thought leader: You cannot be everything to everyone. Pick one area and master it. Make sure everyone knows you own that area of law. Create systems: An activity you must execute personally and repetitively is doomed. Develop systems for your law practice and monitor their effectiveness. Focus on relationships: Do not sell. People want to know you, like you, and trust you before they work with you. Help them do that. Take decisive action: If you can’t figure out which action to take, do something. Don’t wait. Get into motion. Practice continuous improvement: This should be true of your legal education as well as of your education in marketing and business strategy. You should strive to do things better, faster and more efficiently. Accept feedback and support from a circle of trusted advisors: Some people call this a Mastermind group. Others call it a board of advisors. You need to have a group of people you can rely on to give you unvarnished feedback about your performance. You control your destiny. You alone are responsible for the success of your law firm. Accept this and begin to work on each of the seven fundamental behaviors listed above. Once you do, you will find that client attraction is natural and consistent. Link: http://www.rainmakerlawyer.com/site/permalink/how_did_this_happen/