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Lawyers are trained to strive for perfection. Every word in a contract matters. Every argument in a brief must be flawless. Every detail in due diligence could be crucial. This pursuit of perfection serves lawyers well in their legal work – but when it comes to building a practice, it can be a big obstacle.
I see this all the time: talented lawyers who hesitate to take action on business development because they're waiting for the perfect moment, the perfect pitch, or the perfect plan. But here's the truth: when it comes to building your practice, progress beats perfection every time.
The Cost of Perfectionism in Business Development
Let's talk about how perfectionism manifests in practice building – and what it really costs us.
Have you ever delayed reaching out to a potential client because you wanted to craft the perfect email? Or postponed writing that article you've been thinking about because you weren't sure it was quite ready? Maybe you've declined speaking opportunities because you felt you needed more preparation time, or avoided networking events because you weren't confident your elevator pitch was polished enough.
These perfectionist tendencies come at a high cost. While you're perfecting that email, another lawyer has already scheduled a coffee meeting. While you're endlessly refining that article, your competitors are building their thought leadership presence. While you're waiting to feel more prepared, opportunities are passing you by.
But perhaps the biggest cost is the stress and anxiety that comes from constant self-criticism and the feeling that you're not doing enough. Perfectionism can create a paralyzing fear of failure that prevents you from taking any action at all.
Reframing Success: Progress Over Perfection
The key to breaking free from this perfectionist paralysis is to reframe how you think about success. Instead of aiming for perfection, focus on making consistent progress.
Think about building your practice like building a portfolio of investments. The most successful investors don't wait for the perfect moment to invest – they make regular, consistent investments over time. Some investments will perform better than others, but it's the consistent action that leads to long-term growth (just ask Warren Buffett).
The same principle applies to building your practice. Every client conversation, every article written, every speaking engagement – even if not perfect – is an investment in your practice's growth. Small steps, taken consistently, lead to significant results over time.
Practical Strategies
Here are some practical ways to shift from a perfectionist mindset to a progress-focused approach:
Start small and build momentum. Instead of trying to write a comprehensive white paper, start with a short blog post. Rather than organizing a major client event, begin with one-on-one coffee meetings.
Create sustainable habits. Set aside specific times for business development activities and treat them as non-negotiable appointments with yourself. Even 15 minutes of focused effort each day is better than waiting for the perfect time to take action.
Track and acknowledge progress. Keep a simple log of your business development activities. Celebrate small wins, like making a new connection or getting positive feedback on an article.
Learn from setbacks without becoming discouraged. Instead of viewing imperfect interactions as failures, treat them as valuable learning experiences that inform your next steps.
Creating an Action Plan
To put this approach into practice, start by identifying your perfectionist triggers. What activities do you tend to postpone? What causes you the most anxiety? Understanding these patterns is the first step to changing them.
Set realistic expectations for yourself. Instead of trying to do everything perfectly, choose one or two areas to focus on and set achievable goals. Maybe it's publishing one article per quarter, or having two business development conversations per month.
Consider finding an accountability partner – someone who can help you stay focused on progress rather than perfection. This might be a colleague, a mentor, or a business development coach.
Remember, building a successful practice is a marathon, not a sprint. The lawyers who succeed aren't necessarily the ones who do everything perfectly – they're the ones who take consistent action, learn from their experiences, and keep moving forward.
So, what small step will you take today to move your practice forward? It doesn't have to be perfect. It just has to be progress.
Jay Harrington is president of our agency, a published author, and nationally-recognized expert in thought-leadership marketing.
From strategic planning to writing, podcasting, video marketing, and design, Jay and his team help lawyers and law firms turn expertise into thought leadership, and thought leadership into new business. Get in touch to learn more about the consulting and coaching services we provide. You can reach Jay at jay@hcommunications.biz.