Do you have the discipline and focus of an Olympian?

           

 In the past few days, I have been enthralled, amazed, and truly inspired by the Olympic games.  I love watching the competitions, learning the athletes’ stories, and watching each Olympian earn his/her spot in history.  The story lines are beautiful and the entertainment superb.   However, I am struck by the sage business advice found in each Olympians’ story.  This morning I shared an article that spoke to the wisdom of branding on the global stage. Tonight’s article is on focus and discipline.

As I watch the Olympians, each one is focused on the physical challenge at hand.  Whether a dark horse trying to put together the perfect performance to earn a medal or the strong favorite expected to dominate the event-the Olympians have the discipline of focus.  These extraordinary athletes know that yesterday’s performance, whether good or bad, is in the past, and today’s success depends on having the discipline to focus.  In business, you also need the discipline of single-minded focus.

Think about your own practice.  Do you truly have single-minded focus on the challenges of today?  Too often, professionals rob themselves of the gift of focus by worrying about the past. Every second you spend thinking about what you did wrong yesterday is a second you cannot spend doing it better today.  You have to trust me on this one, it doesn’t matter if you made the biggest bone-headed mistake of your career five minutes ago, it is time to forgive yourself, learn from your mistake, turn the page, and move on.  If you don’t, you rob yourself of the discipline of focus needed to succeed today.

Are you thinking this is a lesson you don’t need?  Let me give you the most common scenario that I encounter in my coaching practice.  I work with type A, high achievers, who routinely take on way more than they, or anyone else, can achieve in a day.  I call this the helium hand syndrome.  This willingness to take on the world serves many of my clients very well.  Until it doesn’t.    At some point, the over- scheduling catches up and something has to give.  Whether it is having to say no to new projects, turning in projects late, or feeling like they are being forced to compromise quality to meet deadlines, the helium hand-syndrome eventually catches them all.  

There is no shame in being caught by the helium hand.  It is the response to being caught that tends to separate the field. 

Some of my type A, high achievers come up with an aggressive plan to work through the helium hand crisis.  These folks focus on the projects that need to get done first.  They prioritize.  They use militant calendar discipline and laser focus to check off the items they must do today.  They do not look backwards.  Instead they focus their attention on the next project, the next project, the next project until they work through the crisis and feel in control of their work and lives again. 

Others, go a different route.  Others choose to keep repeating old patterns, taking on more and more even when they haven’t finished today’s priorities.  At some point these folks learn to hate all forms of organization.    They give up on calendars, throw files around their desks, and pretty much attempt to use disorganization to attempt to hide from the ever-growing pile of work.  These folks rob themselves of the ability to focus on the present because they spend their time worrying about what projects they should have done or what dead line they might miss.  Eventually these folks reach a point where they cannot sleep through the night because the never-ending to do list wakes them every night with the regularity of an alarm clock.  They cannot enjoy time off because they are worried about the what if.  This lack of focus wreaks havoc on their psyche and single-handedly steals the joy of achievement while the lack of discipline deadens the satisfaction of a job well done. 

If you are reading this, it is probably safe to guess that you too are a type A, high achiever.  Kudos!  It is  a great club.  I am proud to be a member.  But, remember, even we type A folks, make mistakes from time to time.   If you happen to find yourself in the throes of the helium hand syndrome, resist the temptation to beat yourself up for getting there in the first place.  Instead, remember these Olympics.  Let go of any would have, could have, or should haves and attack the situation with the discipline and focus of an Olympian. 

About Jonelle- Jonelle Vold is a business coach that is passionate about your success.  A mother of twins, former Assistant Dean at a tier-one law school, attorney, and seasoned sales professional, Jonelle understands the challenges of high-level professionals.  Her coaching philosophy is every person has the ability to be a rainmaker by cracking their own personal code and doing business with intention.  You can reach Jonelle at jonelle@jonellevold.com or www.jonellevold.com.  

The Truth Will Set You Free

         

   Recently, I was meeting with a prospective client.  Having spent her entire legal career in government practice, she was reluctant to engage in any form of business development.  As we talked through business development and all the different tools for building relationships with strategic partners and those folks who might actually have problems you can solve (e.g. clients), a light bulb went off for her.   Suddenly she realized that her magic formula for finding new clients is her former career in government. 

During the conversation we talked through the concept of an Ideal Client or someone who you are uniquely situated to serve because you have the exact knowledge or strengths to solve their problems.  We discussed referral relationships and how important it is for others to understand who to refer you.  Finally, we discussed how her background is unique and has afforded her expertise and situational experience that her competitors do not have.  The light bulb went off when she realized that her business development plan could and should reflect who she is, what she brings to the table, and her unique background and abilities.  Further, her business development efforts should center around anticipating and solving problems for her Ideal Client!

 The look on her face as she savored this new found knowledge was priceless.  Somehow somewhere along the way she had come to believe that business development was about gregarious interactions with total strangers as you shamelessly sell a skill set you don’t actually have.  As I explained to my new client, there are 100 ways to build relationships, your business development plan should reflect those things that you do well and are willing to do lots of.  The key to business development is taking consistent and strategic actions while finding ways to add value or be of service to your potential clients.  Just like snowflakes, no two business development plans will be exactly the same. 

The realization that she could develop business by being exactly who she already was and leveraging her strong regulatory background was a huge relief for my client.   So much so that it has me wondering how many other professionals are out there thinking that to build a book of business they should abandon all the successful things that have brought them to this place and follow some prescribed business development method that is not a good fit for them? 

The moral of today’s story is a simple one- the truth will set you free.  Business development is not something you do once or twice a year to satisfy your boss.  Business development is part of the way you practice and run your business.  YOU are the key to a successful business development plan.  Your plan should be a truthful an accurate description of YOU filled with strategies and activities that play to YOUR strengths and solve problems for the clients YOU are uniquely qualified to help.  We are all potential rainmakers. Some of us are just further along in the process.

 If you are struggling to bring in new business-chances are your strategies are not aligned with your strengths.  Need help creating an effective business development plan that works for you?  Well-call me of course!  My strength is seeing your potential and developing business development strategies that work for you.

About Jonelle- Jonelle Vold is a business development coach that is passionate about your success.  A mother of twins, former Assistant Dean at a tier-one law school, attorney, and seasoned sales professional, Jonelle understands the challenges of high-level professionals.  Her coaching philosophy is every person has the ability to be a rainmaker by cracking their own personal code and doing business with intention.  You can reach Jonelle at jonelle@jonellevold.com or www.jonellevold.com.   

Is doing good work enough to grow your practice?

            Is doing good work is enough to grow your business?    This is a great question and one that I am asked frequently.  My go to response is, if a tree falls in the forest and no one is around to hear it does it make a sound?  Think about it-just doing good work poses the exact same dilemma.  If you are doing good work and no one really knows about it, does it still count?

Don’t get me wrong, good work is essential to growing your practice.  In the early stages of your career, often the partners or mentors providing you work are your pseudo-clients.  Good work is absolutely the key to keeping your pseudo-clients happy and becoming a good lawyer.  In some instances and under some business models, doing good work is enough to maintain a steady flow of work.  Again-a great thing; but, not the same thing as growing your business. 

When you are ready to grow your book- the rules of the game change.  Just doing good work without anything else is not enough to grow your practice.  Why?  If all you are doing is doing good work without anything else the right people will never know about.  If you want to grow your business, you must do good work AND let others know. 

How do you let others know about your good work?  The choices are endless.  You can write an article highlighting your expertise.  You can conduct a seminar.  Tell your co-workers at a practice group luncheon.  Teach the new lawyers in your group about your practice area.  Speak at a trade show.  Apply for awards and public recognition.  Speak at the local bar association.  Tell your work out partner, your office mates, and anyone else that will listen.  The opportunities to let others know about your good work are limited only by your creativity and strategic marketing plan.  But, you must DO something.  You must take responsibility for finding a way to let others know about all of your good work.  Good work alone will not grow your practice.

If you are a worker bee that wants to move to the next level of your career, begin to strategize about how to let others know about your good work in a manner that is comfortable to you.  If you are stumped, sit down with your mentor, a rainmaking partner, or your marketing director.  Chances are good he/she can help you find some opportunities to show case your brilliance.

Do not be the tree falling in the forest with no one around to hear it.  Do good work, and sing about it from the rooftops.  Better yet-find a strategic partner (or 12) to sing it for you.  It all starts with doing good work and letting someone know about it.  You can do it.  It is OK. Your mother will not be disappointed.  You are not being bragadocious.  You are being strategic.  You are being a rainmaker!

Don’t forget your umbrella, I hear rain in your forecast.

About Jonelle- Jonelle Vold is a business coach that is passionate about your success.  A mother of twins, former Assistant Dean at a tier-one law school, attorney, and seasoned sales professional, Jonelle understands the challenges of high-level professionals.  Her coaching philosophy is every person has the ability to be a rainmaker by cracking their own personal code and doing business with intention.  You can reach Jonelle at jonelle@jonellevold.com or www.jonellevold.com.   

Women's Short-Term-Massive-Action Group Coaching Classes starting on September 22, 2011.  If you are ready to jump start your success, regain control of your time (and your life), reignite your professional passion, and of course learn to make rain-this is the class for you.  Space is limited contact jonelle@jonellevold.com for details

"Power" Points- takeaways from Thursday's Power Lunch

“Power” Points

During Thursday’s Power Lunch we discussed the lessons we have learned about running our businesses from the tumultuous economy.  Here are the “power” points from our conversation:

1.     Business requires face to face interaction

2.     It feels great to give but if you give to the right people, you can feel great and grow your business.  Be strategic.

3.     Technology is wonderful but never be afraid to return to the basics.  It is a people business.

4.     The economy has created many interesting business partners.  One of the greatest trends: Gen X kids going in to business with Boomer parents.

5.     Don’t try to be something you are not.   If you are a woman in business-run your business like a woman-not a man

6.     It is never too late to re-invent yourself or your business.  If what you are doing is not working, stop.  Change direction.  Fight hard for what you really want.

7.     Professional women supporting one another in business = a Powerful force!

Thank you to all of the amazing women who participated.  Thank you for the connection and the wisdom.  I look forward to October's participants.