Interesting post today on Jim Hassett's Legal Business Development blog about a new book, Seduced by Success. The bottom line is that prosperity and success tend to make people complacent, and that complacent people are unlikely to see the wisdom or need for marketing. This is another version of "If you're so smart, why aren't you rich?"
I run into this all the time. For someone who is crazy busy, and has enormous demands on them to keep billing and revenues up, the idea of going out and selling seems more than a little silly. Why should they sell when they've already got more work than they can handle? Or, at least, enough work to keep them busy and happy?
Because the idea is not simply to keep busy today, but to prepare for the future. There are always firms circling around who would like nothing better than to grab your clients.
If you're doing well, it's because of what someone else did yesterday. And if you do well tomorrow, it's because of what you do well today. The future is coming, like it or not, and it belongs to those who market.