During articling the senior partner told me that if I did good work, I would generate business.
So I put my head down and worked. For years I worked a lot. I learned. I honed my skill.
I did things to build my business, but they weren’t deliberate.
Eventually I became a partner.
I had done a great job of building other people’s books. My book of business was tiny.
Doing good work hadn’t been enough.
As a partner, being successful was no longer defined by billable hours (not that it ever should be, but that’s a story for another day).
I didn’t want to be dependent on others.
I want to practice law differently. Pitching a fixed fee or upset limit to someone else’s client is difficult if that lawyer is happily billing by the hour.
If I wanted to make meaningful changes, I needed my own clients.
I had to take control over my own destiny.
I went for a lot of lunches (pre pandemic).
I co-founded Pay Prompt (a software company that helps to navigate complicated legislation without needing a lawyer).
I took courses and read a lot of books. The theories were interesting, but were often lacking practical advice or were too complicated to integrate into my busy practice.
I interviewed, but didn’t hire, a business development coaches.
I am more confident in my efforts and less afraid of rejection, thanks to a push from the Build Your Book course taught by Aaron Baer and Dhawal Tank.
I wish I had started earlier. I encourage all of the bright lawyers and students that I work with to start now!