I want to share two stories with you about how changing what you think it takes to succeed can make a difference in your client development success.

Years ago I coached a lawyer as part of a dozen lawyers in the coaching program at a well known regional firm. She was struggling with her client development, in part because she was not comfortable doing what the senior lawyers in her firm suggested that she do. She was not particularly optimistic that she could become a rainmaker. Fast forward: Five years later this lawyer brings in the most business of any female lawyer in her firm. This dramatic change was not because I was a great coach, it was because I was able to get her to change her idea of what it takes to succeed.