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<b>Practice Building Skills:</b> Think and Work SMART to Achieve Your Business-Development Goals
As we start the beginning of a new year, it is the time when we look back at the past year and set our business goals for the next 12 months. How many of you will have achieved all of your new origination goals for 2006? What can you do to ensure that you will hit your goals for 2007 and create a path of success for yourself and your firm?
We find that every year, we meet attorneys who have high expectations and set lofty goals, yet they always have a difficult time achieving those goals. We talk to more and more people each year who are frustrated because they, or their firm, have not achieved their origination goals. We realize that very few people create 'SMART' goals and follow and track a plan. Our experience tells us that most attorneys do not plan or track business development behaviors to ensure their financial success each year.
When you set goals, make sure that you create SMART goals. Set a Specific goal. When setting origination goals, make sure that you have a number in mind. The surest way to fail is to set wishy-washy goals. Saying that you want to bill more than last year, or that you want to originate more than last year, are not an acceptable goals. How many new clients do you want to develop? How much do you want to bill next year? What origination dollar amount do you want to set for yourself or for your firm?
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