{"id":153626,"date":"2026-06-02T02:00:00","date_gmt":"2026-06-02T10:00:00","guid":{"rendered":"https:\/\/xira.com\/p\/2026\/06\/02\/developing-a-whats-next-mindset-can-help-you-build-business\/"},"modified":"2026-06-02T02:00:00","modified_gmt":"2026-06-02T10:00:00","slug":"developing-a-whats-next-mindset-can-help-you-build-business","status":"publish","type":"post","link":"https:\/\/xira.com\/p\/2026\/06\/02\/developing-a-whats-next-mindset-can-help-you-build-business\/","title":{"rendered":"Developing a \u2018What\u2019s Next\u2019 Mindset Can Help You Build Business"},"content":{"rendered":"

Tea Hoffmann: Here’s how developing a what’s next mindset and following up can lead to more business for your law practice.
\nThe post Developing a \u2018What\u2019s Next\u2019 Mindset Can Help You Build Business appeared first on Articles, Tips and Tech for Law Firms and Lawyers.<\/p>\n

A what\u2019s next mindset can be the differentiator in your business development efforts.<\/strong><\/em><\/p>\n

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Let\u2019s face it, lawyers are competitive, hardworking, deadline-driven multitaskers. After all, to be successful with clients and move up the partnership track, these traits are almost essential. A lot of us create a daily to-do list and are thrilled by the simple act of crossing off a task or, conversely, stressed out when tasks remain at the end of the day. <\/p>\n

And many, including me, are so anxious to cross off tasks that they write a task on their to-do list after they complete it just so they can mark it off!<\/p>\n

Slow Down! Thinking Through Next Steps Leads to More Business<\/h2>\n

Unfortunately, this task-oriented mindset often precludes opportunities to think through possible next steps and follow-up strategies. <\/p>\n

For example, let\u2019s assume you discover a client\u2019s non-compete agreement, used in all 50 states, is not valid in one of the states for whatever reason. The obvious task is to let the client know, then correct the agreement for that state and move on. Alternatively, a lawyer with a \u201cwhat\u2019s next\u201d mindset will suggest a review of the current agreement against the standards in all 50 states to ensure compliance and avoid future issues. The client will appreciate the offer and proactive thinking, whether or not they take you up on your suggestion.<\/p>\n

Transforming Prospects Into Clients Requires a What\u2019s Next Mindset<\/h3>\n

A what\u2019s next mindset can be a differentiator in your business development efforts. For example, most of the lawyers I coach have a prospect list. When I ask how they have interacted with those prospects, many say they have done lunch or had a similar meeting with their targets. Few, however, have followed up in a way that is strategic.<\/p>\n

They haven\u2019t thought \u201cwhat\u2019s next?\u201d<\/p>\n

Typically, it takes up to eight interactions, done over the course of six to 18 months, to convert a prospect to a client, and only 20% of your prospects (in my opinion) will become clients. So, with every touch, you must think of the next step in furthering the relationship and customize the follow-up for each prospect.<\/p>\n

How Do You Develop a What\u2019s Next Mindset?<\/h2>\n
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Here are a few tips:<\/p>\n