TALENT

An obvious but not apparent roadblock to selling your legal services is that you are really selling yourself, presenting your case in the best case possible and selling through your talent. This really means selling through your people. They are not lifeless chess pieces to be moved at your whim. This may seem unfair to you or you may plainly just disregard it. After all, you are the boss and are paying them. But the fact that your people are not lifeless chess pieces is a fact of nature to be addressed so do get on with it.

A team with better talent, tougher standards and spirited contributors to the team who actually do so contribute to their law firm will crush your lifeless chess pieces six days a week and twice on Sunday so you are really left no other option. Witness the shock of capitalist democracies when confronted with the spectacular scientific achievements of Russia in the 1960's which were mainly because the Russian children were made to work extremely hard at school with no softening or inflation of grades leading to a vast pool of solid-gold, talent forged in the fires of excellence from which the highest posts in public life were then filled and the ignorant masses were allowed no say in public affairs.

Selling through your talent is enforcing tougher standards, it is indirect, behind-the-scenes support and maintenance work just like cleaning the pipes to make certain the oil goes through from the oil fields to the refinery. So you do things like make certain purpose is clear and there is follow up of decisions made; clear up things that can cause frustration; relentlessly build up the confidence of the team especially when doing so makes them ambitious and difficult to manipulate or manage.
You are a premier law firm and this is how you treat your people so they deliver at their best.