If you could know exactly where you stood with everyone in your world, would you want to?I recently spoke with a client who reminded me of the pressure felt about, not just developing business, but growing professional relationships. He said: "I wish I could put my clients into a traffic light system, so at least then I know where I stand." He’s good at what he does. He knows his market. He has the experience. But, like many lawyers, turning those relationships into work can be a struggle. Not because he isn't trying. Because he’s navigating the silent pitfalls of internal politics, client ownership, and the need to actually do the day job. So, here we go: 🔴 Red There isn't a solid relationship. They have no obvious need for what you do, or they have an established relationship with someone else. Red isn't failure. It simply means there is work to do or perhaps a decision to make about whether the relationship is worth pursuing at all. 🟢 Green You've built enough trust and relevance for a genuine relationship. But then there is... 🟠 Amber I suspect this is where far more relationships live! They know you. They like you. You've had the coffee, lunch, drinks or dinner. You've had some good conversations.
Tumbleweeds…. What exactly is going to move this relationship from Amber to Green? The longer-term problemWhen you start your career, you’re rewarded for the hours you work. So most do what the system encourages them to do: focus on the work, clock the hours and collect the money. The immediate reward was clear. The need to build relationships wasn't. The work that pays you today isn't necessarily the work that builds your practice or career tomorrow. Of course, you have work to do. Clients to serve. Deadlines to meet. But if all of your available time is consumed by the immediate reward, when do you invest in the thing that creates your future? Business development is rarely urgent. Until suddenly it is. And you can't build trust, reputation and relationships overnight. Amber is comfortable. There is enough encouragement to make you think you’ve achieved something, but not enough momentum to bring the desired results. Sometimes the missing ingredient is relevance, timing or a genuine business need. Sometimes, however, the client-side of the equation isn't what’s keeping you in Amber. It’s yours. "That's someone else's client." "I don't want to tread on toes." "I need someone else to coordinate this, but they're too busy." "It's uncomfortable, so I'll leave it for now." And suddenly the client is sitting in Amber, not because they aren't interested, but because you're struggling to navigate the traffic lights. Next time you think about one of those relationships, ask: 🔴 Red — Is this relationship worth pursuing? 🟠 Amber — What is specifically holding this back? Take 1 action today. 🟢 Green — How do I maintain and deepen this relationship? Don't wait until you need a network to start building one. The relationships you invest in today may not produce anything tomorrow. Or next month. Or even next year. Stick with it. Spend the time deciding which Ambers are worth moving and what it will take to move them. And sometimes, the most strategic thing you can do is let a Red stay Red. Not every relationship deserves your time. Know where to put your energy and recognise that some of the most valuable work you do today will pay you in the future. You’re doing great! Michelle
|
