Growing Personally & Professionally
As you read this, you might find yourself ignoring the voice in the back of your head reminding you of something you should be doing instead. Perhaps there’s work to do for a fast-approaching settlement conference. Should you be preparing for Friday’s staff performance review? Are there pre-bills in your …Read More
Your Attitude Toward Marketing The most common objection to marketing cited by attorneys is that it feels like a form of selling, and that selling, if not unethical, is at the very least unprofessional. Unfortunately, it’s easy to use the negative associations evoked by thoughts of “chasing work” and “going …Read More
From Theory to Practice You’ll no doubt want more detail about the strategies and skills outlined in Part 1, and there are several excellent resources available. Two of the best with which to start are The Trusted Advisor by Maister, Green and Galford, and the online article collections of Altman …Read More
Marketplace Expectations (Part 1) Hardly a day goes by that you’re not aware of it on some level. You read about it in professional journals and newsletters. You detect its influence in conversations with clients and prospective clients. And though you may not be sure of its exact impact on …Read More
Everyone who sells a professional service – including lawyers — has a self-regulated zone when it comes to the level of clients, referral sources, and matters with which they’re comfortable. So where’s the upper edge of your comfort zone? Regardless of where, it’s partly a function of knowledge and execution …Read More
5 Things Lawyers can learn from Steve Jobs Steve Jobs was known for many things – but one of the most striking to me was his ability to capture the attention of an audience, keep them tuned in to his message and take action. These are precisely the skills we …Read More
The paralegal who doesn’t give you the level of detail you want The important client who takes too much time explaining things The associate who crams every conceivable detail into an otherwise routine document The referral source who just wants “the big picture” The partner whose attention is always bouncing …Read More