Goal-Setting and the Law
Having spent many years working with law firms, I’ve noticed something interesting about them. Attorneys in small practices and partners in larger firms each tend to make the same two mistakes when it comes to goal-setting, if they bother to set personal or organizational goals at all -- and many don’t. They end up spending most of their energy based on whatever happened yesterday, rather than working toward a clearly defined vision of their future practice.
The first mistake is that they start with goals that connect to the firm and not to them as individuals. What they come up with usually sounds like this: “Next year I/we should grow by X%.” The problem, of course, is that X% is just a number, and a number in and of itself is not very motivating. Not only that, I’ve noticed that attorneys rarely put in the time and effort
to write out a plan detailing what they would need to do to achieve X%! In the absence of such a plan, and in the absence of a compelling personal reason to change behaviors, lawyers do what the rest of us do: default to the routines with which they are most familiar and most comfortable. That means doing the same thing they did yesterday.
The remedy to this first mistake is to start by identifying their own most important personal Goals. What, specifically, do they want their lives to look like six months from now? A year from now? Five years from now? I’m not talking just about the amount of money in the bank, but also about social and family goals, educational and hobby goals, and yes, even “stuff” goals. Once this personal vision is clear, then it’s time to set goals in one’s practice that will enable him or her to achieve the lifestyle they want. The personal vision is where true motivation comes from.
The second mistake is just as likely to result in them focusing on a behavior set that is familiar and comfortable: they make their business goals too small, aiming for growth like 10% or 15%. If pushed, the attorneys I work with usually admit that they’d settle for less! (That’s a sign that a compelling personal vision has not yet been established.)
My question for attorneys -- once the personal vision is in place -- is a simple one. Why aim low? Why not aim for 50% growth, or even 100% growth, in the coming year? Before you scoff and say it’s not possible, open your mind to the possibility that it could be. (I have plenty of clients who have planned for and executed such aggressive growth plans.) Sure, you’d have to change a paradigm or two, and change your daily activity plan in such a way that it isn’t identical to what you did yesterday. But I think you will find that as soon as you open your mind to the possibility of dramatic growth in your practice that supports the direction you want your life to move in, you will start coming up with ideas and strategies that support that vision!
- by Kevin Shulman of Shulman & Associates.
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