Some years ago, I interviewed several of the most successful lawyers I knew.
They had consistently robust practices that generated enough work to keep themselves and others busy. They were the “go to” lawyers in their fields, and they earned good incomes. I asked them how they envisioned, built and sustained their practices and what, if any, succession planning they were doing.
Here’s some of what they told me:
- “It’s not just a practice. It’s a business.”
- “I love being a catalyst to create something that did not previously exist.”
- “It’s the creativity that grabs me. I had a vision for what I wanted to achieve, worked to build it, and then it came together and I have a very successful practice.”
- “I have tremendous freedom in what I do and how I do it, within reason, of course. My practice enables me to work with other people and support their professional success.”
- “Because I have spent so much of my life and energy building this practice, it’s important to me that it continue in some way after I cease practising. I often
think about this and take it into account in how I structure my practice and work with my team.” - “Although I have practised for more than 20 years, I still get a tremendous thrill when a new client contacts me or a respected colleague makes a referral.
I will never tire of this.” - “There is no bright line between my personal and my professional life. I never start or stop building my practice.”
- “Ultimately, the only security one has in the practice of law is a loyal, well developed client base. I built that, I control it and I benefit from it.”