Practice Development Counsel

Attitude - "Prospective clients should recognize my expertise and come to me."
Attitude - "I am here to solve clients' problems, not sell."
My personal style is not outgoing, so I am at a disadvantage.
I give up on a contact or prospect too soon.
I am not diligent about follow up.
I don't take the time to research, probe for and understand clients' real needs.
I haven't adequately used my networks.
I hate networking. I'm uncomfortable, I don't know what to say, and I don't like trying to have a conversation with someone I just met to try to get business.
I am comfortable enough with my life as a lawyer and my compensation not to want to devote more time to marketing/business development.
I rarely market myself internally to my firm colleagues.
It's not clear what's expected of me and what my priorities need to be. (I get mixed messages.)
I don't know how to apply my talents to marketing.
There are disincentives in our compensation system for joint marketing.
"I have no time." [Note: This is an excuse, not a reason. It means you must find a way to shift priorities and allocate time if you have the will and desire to generate business.]