Sublime

Calvert readjusted his will so that Wordsworth would get £900 on the event of his death. Calvert serves as the patron saint of a rare sort of social type: the person who can see a gift in others, push that person toward their vocation, and provide practical assistance to make it happen.

A major, and common, form of listening to clients is a more or less formal program of visits to key clients by senior partners of the firm (or, if the firm is not a partnership, then by office or practice managers or “executive committee” members). Frequently these “visits” are conducted not in the client’s offices, but over dinner.

As you build up your career, build a kitchen cabinet of people who can elevate you but also ensure you’re grounded (see above: be honest with you). These should be people you trust, people who have your best interests in mind, and people who aren’t afraid to tell you when you’re being an ass.

there is a logical order to these practice development activities. First comes listening. Do this well, and all that follows will be easier. Next comes superpleasing. The better we can do there, the easier it will be both to win existing clients’ future business and to win new clients through word of mouth. Third, it makes sense to ensure that you