A solicitor who attended my workshop recently, told me something interesting.
She said she almost didn’t book. Not because she was busy. Not because she couldn’t afford it. Because she was sceptical.
She wasn’t sure it would be worth the investment (of time and money, but mainly time). What changed her mind was a conversation with a friend.
Her friend said: “If it gives you just 2% of what you need to move your firm forwards, it’ll be worth it.”
That simple comment persuaded her to come. After the workshop, she told me this story and added, “Your workshop actually gave me 100%, and I’m so glad my friend said that to me”.
Everything changed when she stopped looking for 100% and started looking for 2%.
The All-or-Nothing Trap
Many law firm owners do exactly the same thing. They look at a marketing strategy and ask: “Will this solve all my client acquisition problems?”
They look at a new hire and ask: “Will this completely transform my workload?”
They look at a workshop, programme, or consultant and ask: “Will this give me everything I need?”
But that’s not how progress usually works. Most meaningful improvements in a law firm happen incrementally. A small improvement in the quality of your enquiries. A small improvement in your conversion rate. A small increase in your fees. A small improvement in team performance.
On their own, none of those changes looks dramatic. Combined, they can completely change the trajectory of a law firm.
I’ve seen firms increase profits significantly from a handful of relatively small changes that compounded over time.
Why Certainty Is the Enemy of Progress
The problem is that many owners dismiss opportunities because they don’t look big enough. They want certainty. They want guarantees. They want the complete answer.
As a result, they often miss the next step that could move them forward.
So here’s a question:
What opportunity are you currently rejecting because you’re asking it to deliver 100%, when all it really needs to deliver is 2%?
Take Action
If this article has made you think differently about the opportunities you’ve been overlooking, perhaps don’t ask yourself whether my workshop will solve every challenge in your firm. Instead, ask whether just one new idea, one proven strategy, or one practical change could move your firm forward. Because that’s often how meaningful growth begins.
I’d love you to join me for my half-day online Profitable Practice Growth Secrets Workshop on 24th September, where I’ll share the practical strategies we’ve used to help hundreds of small and boutique law firm owners increase profits without working more hours. If the workshop gives you even 2% of what your firm needs next, it will almost certainly be worth your time. You can find out more here:
