Archive for the ‘Attitude’ Category

Motivate Yourself To Do Continuous Business Development

My client, Ed, is a successful attorney who has been in practice for about 15 years.  He has enjoyed his work and is very successful.  He came to me because he wanted to grow his practice so that he could sell it when he retired.  He asked me to work with him on business development.

Ed like most of my clients was well aware of the different techniques of business development.  For most attorneys who come for coaching the problem is not how to do it but actually doing it on a regular basis.  Attorneys and other professionals usually start their practices because they love their work.  Most would much rather do the legal work than do business development.

So how do they get energy and motivation to do the business development work they know they must do?  As a coach for attorneys I suggest several different approaches. 

One way I suggest is to look for places where you do have energy?  Perhaps you coach a team, lead a scout troupe, or sit on a nonprofit board. Often attorneys find themselves drawn into the work so that they have to pull themselves away from it.  If this is true for you ask yourself what it is about that activity that makes it so engaging.  Is there a way to find that in the business development that you would like to do?

Another way to approach it is to look at your values.  Values are feelings that are most important to a person.  If you are not sure what your values are, you can take the values assessment that you got when you subscribed to my newsletter.  Misplaced it?  Email me at asparker@asparker.com and I’ll send you another.

If you can align your business development with your values, you will find the energy needed to do business development.  For example if one of your values is “to learn” you might find ways to see all your business development activities as a means to learn about your clients and potential clients.  The more business development you do the more you learn.

Finally many of my clients find they get energy from envisioning their practice exactly as they want it to be.  We spend time during our coaching session vividly imagining their practice.  If you would like some visioning exercises, drop me an email  at asparker@asparker.com and I will send them to you.

Ed’s vision was that his practice would grow to 6 attorneys in the next 5 years.  He also could see adding a new practice area to the firm by bringing in at least one attorney with a book of business in that practice area.  The more detailed and clear the vision the easier it is to get the energy to move forward on business development.

Sometimes my clients use one of these methods for energy and others use a combination of them.  Business development is something that an attorney with a small firm needs to do on an ongoing basis.  Using a coach can be invaluable to keeping the attorney on track and focused. Attorneys however must find their own way to motivate, energize and engage themselves in business development so that clients continally flow into the practice.

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Can You Reverse Burnout?

An attorney friend and newsletter reader asked me if I could write an article on reversing burnout.  At first I referred her to an article I had written many years ago on how to avoid burnout.  She was insistent however that avoiding burnout and reversing it were two different things.  Her question really was if a person is really burnt out, what can he or she do to come out of it?

The short answer is that once you have hit the point of real burn out you must get out of the situation that is causing it.  If  someone’s job is literally making them sick then the person will likely avoid work each day or drag him/herself to work each day only to make mistakes on the job or not complete assignments on time.  The person is in danger of being put on a performance plan or even being fired for performance reasons.

A person who feels physically ill on the job, is depressed and/or is exhibiting poor job performance should seek help from a professional therapist. The therapist can help that person see the alternatives open to him/her. Lawyers are fortunate to have the resource of Lawyers Concerned for Lawyers in many places.  Check out the website for Lawyers Concerned for Lawyers for the location in Massachusetts,  It is important for someone experiencing burn out to get some help.

When a person is really burnt out then reversing it is not possible.  The person must leave the job situation at least temporarily and get help.  There are many however who may be on the way to burnout and then if the person wants to reverse it, it is possible.

What my newsletter reader has noticed is that in these difficult economic times, after many lay offs the few who remain are doing the work of those that left as well as their own work.  Working 60 or 70 hours a week is the new normal.  It is exhausting and stressful.

With jobs still hard to find those lucky enough to have one are reluctant to scale back their hours for fear of losing the job they have even though they are miserable.  To them there appears to be no solution.

A coach can be helpful  to the overworked attorney helping him/her to sort things out.  With the support of the coach the attorney will set some goals and boundaries. The coach then will hold him/her accountable for following through.  An attorney who is feeling burnt out must want to make a change in order to successfully work with a coach.  No one can help a person unless he/she wants to be helped.

Some of the suggestions on my list of 10 Ways to Avoid Burnout can also help to identify the changes he/she needs to make.  Setting a reasonable time to leave the office each day is one change to implement.  It is important to get a full night’s sleep.  What is amazing is how much better the world looks when a person consistently gets a full night’s sleep.

My clients often resist setting firm times to arrive and leave the office each day.  Certainly the employee must think about the risks involved in working very long hours versus the risk involved in setting some solid boundaries for him/herself in relation to the work.   The culture of the firm may be such that working fewer hours does not appear to be an option.  Here the person needs to weigh the two risks ie illness, poor health and burn out versus getting fired for working too few hours.

My friend who asked about this did recall a friend who after having a baby did negotiate a more reasonable schedule with no repercussions.  Sometimes people make assumptions that something is impossible when in fact no one has asked if it is possible.

There is always a risk that your employer will not be willing to allow the change.  Continuing in a difficult work environment is however hazardous to your health.  Making a change may be the only “safe” thing to do although it probably won’t feel that way when you do it.

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What does Mojo Mean?

This month I read the book Mojo How to Get It, How to Keep It, How to Get It Back If You Lose It by Marshall Goldsmith, a well know Executive Coach.  I must admit that part of the reason I read it was that I had heard the word “mojo” but I wasn’t really sure what it meant.

Answer.com gives the definition from the American Heritage Dictionary:

  1. A magic charm or spell.
  2. An amulet, often a small flannel bag containing one or more magic items, worn by adherents of hoodoo or voodoo.
  3. Personal magnetism; charm.

Goldsmith’s definition is related to number 3 but deepens the meaning.  He says, “Mojo is that positive spirit toward what we are doing now that starts from the inside and radiates to the outside.” So mojo really relates to doing meaningful work and feeling happy and satisfied.  It is what my coaching practice is about.

Since over 50% of the working population in the US says that they are not satisfied with their jobs, it is worth looking at the mistakes people make that can lead to what Goldsmith calls “Mojo Killers” such things as losing your job, getting passed over for a promotion, getting demoted, getting fired, etc.

Here are the 7 mistakes people make that can lead to losing your Mojo. (The first 6 are from the book by Goldsmith and the 7th is mine).

  1. Taking on more work than you can possibly handle.  When you are looking for work it is easy to be scattered in your approach.  It is important to have a strategic focus so you can say “no” to ideas that do not get you where you want to go.  It is important to say “no” to work that is not right for you, to a suggestion from a well meaning friend that takes you off track, and to that extra volunteer work that you know you know is not going to move your job search forward.  Taking on too much in our personal lives can also cause us to lose our mojo.  You won’t have that positive spirit when you are overcommitted in any part of your life.
  2. Hoping something will change when you know that it will not. I can remember being at AT&T when the company was in a tailspin.  I was sure I could wait it out even though every sign told me things were not going to change for a long time.   I remember telling a colleague I was trying to move around under the radar screen until it all blew over.  I was consciously squelching my positive spirit.
  3. Looking for a logical explanation when there isn’t one. Have you ever had the experience that someone much less qualified than you got a promotion or became more successful than you?  It doesn’t seem fair.  Decisions made by other human beings may not be fair or logical.  Looking for logic here is fruitless but if you continue to complain and stew about it, your positive spirit will be suppressed.
  4. Complaining about the boss. Complaining in general produces negative energy that dampens your positive spirit.  Most of us gripe occasionally about the boss but doing it constantly creates an unpleasant aura that affects you, your colleagues at work, and your family.
  5. Not making a change because of the investment you have already made. Frequently clients tell me that they spent so much money on college and graduate school that they feel they must use the degree they had earned even though they hate the work.   The investment can be time too.  Maybe you have been in a company for 5 to 10 years.  You’ve been comfortable in your job but the environment has changed.  You’d like to make a change but so much of you is invested in the firm that you stay put.  Feeling trapped by your circumstances is a mojo killer.
  6. Seeming to be two people I had a boss once who seemed perfectly nice most of the time but frequently she would blast one of us for something.  Her direct reports when they spoke of an attack said they got a “sulphuric acid facial”.  It was scary because you were never sure who she would be when you entered her office.  Part of that boss’ mojo comes from the reaction of other people.  Our distrust blocks her ability to radiate a positive spirit..  .
  7. Taking care of business alone Notice that mojo requires that you feel positive about the work and then that your positive spirit is felt by others. If you just radiate the spirit but no one feels it, you don’t get the positive support you need to re-energize.  Years ago a manager I knew told me she closed the door of her office and did her work every day conscientiously.  She was convinced that her boss would promote her based on her work ethic.  Her direct reports got no feedback from her and felt they had no relationship with their manager.  The consensus was she was humorless, peculiar and not a good boss.  The work she did was well done and she seemed to enjoy it.  If she had stepped out of her office a bit she might have found her mojo.

What mistakes do you see that are mojo killers?  Have you found your mojo?

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Making a Transition

Transitions can be difficult.  Change is never easy and when it involves your career or your personal life it is just plain scary. Job seekers, career changers, and business people all experience transitions.  While it may be upsetting when it is happening, transitions are also an opportunity for growth.

At 38 I went through a huge transition.  I went from living in a large house with a husband, two children and a dog to being a single Mom in a much smaller house with a mortgage and expenses I had to take care of on my own.  Since I had been a stay at home Mom up to this time, I also needed to find a job.

I had never been totally on my own before. Before I was married I lived with  and was supported by my parents and after that - my husband.  Working outside the home was not common for women in those days.  Now I was responsible not only for myself but the children as well. This transition period was a really frightening for me.

To make matters even more difficult I had just bought a house that did not have a bedroom for me!  I had to build one in the attic or at least find someone to do it for me.

I hired a contractor, watched over the construction of a bedroom, office and bathroom, managed the household and cared for the children (oh yes and the dog too!) while at the same time I looked for a new job.  It was not easy and there were days when I was really discouraged but I kept going because I had two children to support and I was determined to succeed.

The construction of my bedroom and bath taught me a lot.  I’d never done anything like it before. I managed to stay within a very tight budget.  I made hundreds of decisions about the design and materials with no one to help me except the contractor and a few friends. I could really see how much I was capable of.

Confidence comes from these kinds of small successes that get you energized and keep you moving forward even under difficult circumstances.  It was during that period that I actually grew into the role of family provider.

Finding a job was my next challenge. My degree was in education and I had returned earlier that year to teaching but realized that while I still enjoyed it I needed to make more money than I could in teaching. I wanted to work with adults too since I was at home alone with two children.

The career I decided on was sales and marketing.  It took some real salesmanship to convince people that a teacher with no real sales experience could sell!  Even my parents and friends were skeptical.

Very few companies seemed impressed with my resume.  After numerous calls, tons of networking and several job interviews I finally convinced one company that I could sell their amazing electronic equipment – the telephone answering machine.

It was my experience building that bedroom, office and bath that had made me fearless! Doing that taught me I could do anything I set my mind to and I convinced the telephone answering machine company I could sell for them.  And I did! I became their star sales person.

If you are someone going through a transition (career, business, or personal) right now for whatever reason, look at this transition time as a period of personal growth.  Take on a challenging project (your own or volunteer for one). Learn a new skill. Deepen your expertise so you can become a thought leader in your field.  Learn as much as you can about yourself and the opportunities open to you.

This transition time is a unique opportunity for growth.  Use it wisely to help you to find new confidence in yourself.  You will profit from the experience!

Take action:

Many years ago I read this essay about transitions and loved it.  It is a beautifully written parable.  Hope you enjoy it too.

http://www.earthstewards.org/ESN-Trapeze.asp


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Be Happy at Work By Reducing Stress

Stress affects your performance at work.  A little stress is not a bad thing.  It keeps you on your toes.  Too much stress can be paralyzing.  When the stress of a job gets to you, you need some strategies to help you cope.  Here are 11 ways my clients and I have found to minimize the stress so we can be active and happy.

  1. Breathe deeply -This is probably the most important stress reducer.  Often when someone is under great stress they either stop breathing or take really shallow breaths.  Instead take a deep enough breath so that you can see your belly rise.  Do this several times to relax yourself.  (I’ve become more aware of deep breathing since my mother got sick.  She has to take some deep breaths during the day to insure that her oxygen level remains above 90%, When I tell her to take deep breaths, I do it too.  It definitely helps make me feel more alert and grounded.)
  2. Sleep 7 or 8 hours a night – Lack of sleep can make you tense and depressed.  Most of us need at least 7 hours every night to stay calm and alert at work.
  3. Exercise – Walking is one way to get the exercise you need to keep your body in shape and happy.  If you sit at a desk all day, get up occasionally, walk around and stretch.  (Once I sit down at my desk I rarely get up.  I do need to work on this one!)
  4. Mindful eating – Take the time to really taste your food.  Don’t eat at your desk and work. Instead spend some time sitting quietly eating.  This gives you a chance to unwind.  Move to another location and leave your work thoughts at your desk. Eat slowly and take the time to enjoy the food.  Not only is this tip helpful to calm yourself and relieve stress but it is also helpful to people trying to diet.  Your brain will have the time to send you a message when you are full.  When you eat fast you tend to overeat.
  5. Plan carefully so you don’t leave everything for the last minute- Stress comes when you have too much to handle and you aren’t sure where to start.  Some of my clients call it “overwhelm”.  You can combat overwhelm by planning ahead so you know what you will do and when you will do.  It helps you to see that your plan allows you to complete the work. Can’t get everything done?  Move on to 6.
  6. Prioritize your work – When there is more work to be completed than you have time for, it is necessary to prioritize your work.  Ask yourself what are the most important projects that must be worked.  Prioritizing helps you to figure out what to focus on.  It can help eliminate the feeling of overwhelm you have when you look at everything that must be done and become paralyzed by the enormity of the work. 
  7. Delegate work if you can or ask for help – If you have others who work for you, delegate the repetitive work that someone else can do to free up your time to do the work only you can do.  Those who do not have people to delegate to, try asking for help from someone when you are feeling overwhelmed.
  8. Create good boundaries and learn to say no – Be really clear what is and what is not your responsibility and learn to say no to others when they ask you to take on additional work.  Saying no is difficult to do but it is extremely important to learn how and when to say it.
  9. Simplify your life in any way you can – Overwhelm can come from a variety of sources.  If you see too much “stuff” in your home or office and you feel out of control, you get stressed. Seeing hundreds of emails in your inbox is stressful too. One way to simplify is to get rid of things you don’t need.  Simplify the way you work too by eliminating unnecessary steps so the job gets done faster.
  10. Write in a Journal – Writing has always been a great stress reliever for me.  Once I write about my stress I leave it on the page and move forward stress free. Others see solutions when they write the issues down. Still others find it helpful to write down what they are grateful for.  It changes their focus and their mood. 
  11. Create manageable baby steps toward goals – If you have set ambitious goals for yourself or your business try making a step by step process to reach the goal.  If the steps are easily achievable you will feel you are moving in the right direction and that the goal is reachable.  This gives you the energy to move forward toward the goal.
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