Miami Legal Business Development | Branding | Law Firm Coaching | Paula Black

• Email This
• Print
• Comments
• Trackbacks
• Share Link

REASSURANCE... Seth Godin, as always, has a way of smacking us in the face with the truth that we are often reluctant to see.

He wrote a post...

The problem with reassurance.

"The taxi's waiting, it's honking its horn, time to go to the airport.

Yes, the passport is in my pocket. I checked five minutes ago.

Of course, the cost of checking again, just one more time, is tiny. Hardly worth discussing with myself. And compared to the cost of being wrong, of missing the flight... go ahead, check again.

And like giving into a toddler every time he whines for ice cream, this is the problem.

The lizard brain seeks constant reassurance. It will wheedle and argue and debate with the rest of your head, pushing for one tiny bit of evidence, some sort of proof that everything will be okay.

Don't do it.

When you indulge the lizard, it gains power. It doesn't walk away ashamed, humiliated at its anxiety. Instead, it merely sidesteps and looks for the next thing to worry about, because, ready for this? It's nice to be reassured.

Developing the reassurance habit is easy to do and hard to kick. The problem is this: there are some ventures where no reassurance is possible. There is important work for you to do where no proof is available.

If you've trained the lizard brain that reassurance is forthcoming, it will scream even louder when those projects that don't come with proof are at hand."

Proof that everything will be okay! It like an addiction... needs more and more. As Seth points out there are initiatives where reassurance isn't possible, and chances are... THAT is where greatness awaits. Greatness... to do your best work, to be the best you can be, to uncover talents deeply buried or to find a new and exciting path.

I work with clients everyday whose "lizard brains", as Seth call it, takes over and counts all the why-nots and begs for proof that they are making the right decision to... run for judge, run for bar president, become a global expert, become a television legal commentator, be a great lawyer AND a great mom or to start their own firm.

The list goes on and on. However... I have never heard anyone say they really want to become a brain surgeon or movie star. Of course not... I work with lawyers. But, I ask you why not? I think it is because the goals are always attainable goals that lawyers aspire to; they are not ever out of the realm of possibility. So why do they hold back needing reassurance that they will succeed? I think Seth has the answer... They have trained their brains to need the reassurance... just like some of us need coffee.

The reality is, all they have to do is TRUST in themselves and look at the success that already exists in their lives... and there are many.

So when REASSURANCE knocks on your door... don't let it in, rather TRUST. Trust in yourself that YOU will figure out HOW to proceed along the path to attain what it is you are going after. And when obstacles arise YOU will find the help you need to handle the obstacles. There is important work that YOU need to get about doing, even if there is no reassurance... have a little faith in YOURSELF! Don't let the need for reassurance kill YOUR greatness!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Success Magazine. What a great name... You Had Me at Hello for sure! Who doesn't want success? That's a silly question... isn't it? Of course, EVERYONE wants success. The real question is... Who is willing to do what you need to do to have success?  Success magazine's online newsletter, Seeds of Success ran a list of the six things you can do right now to be successful this year... from the leadership guru, Steven Covey...

1. Be proactive. It's more than just taking initiative. It means being responsible for your own life. Empower yourself to lead and spread your influence no matter what position you hold.

I know you're thinking... "Sure, I'm proactive!" Yes, but are you... responsible for your own practice, your own book of business, and therefore your own life? I think there are few who could answer with a resounding YES. Where do you stand?

2. Sharpen the saw. Decide what's truly important. Sharpen your saw early in the day by learning to say no to the unimportant and yes to the important.

I think we all struggle with this one. Making progress in this area would certainly turbo charge our productivity... don't you agree?

3. Seek to understand before seeking to be understood. It's human nature to want to be understood, but when both parties are trying to be understood, neither party is listening. By making the investment to understand the other party, you can magically transform the course of your conversations.

I think this could be a game changer if it were to be applied to your referral source strategy. First understand your referral source's practice and how you can help them... THEN and only then should you talk about yours. Remember that few people listen... so, imagine what a gift it would be for you to REALLY pay attention and listen to your referral source and commit to try to help them.

4. Begin with the end in mind. Start today with an image of the end of your life as the frame of reference by which everything else is examined. With a clear idea of where you are going, examine everything in the context of what matters to you most.  

Think about it... what matters most? This is where your Life List comes in. Where are you going? Are you just letting life blow you from here-to-there? From case-to-case? From firm-to-firm?  

5. Develop a vision mission statement. Get a deep sense of your life's mission, purpose and value system, then establish your goals and a system of accountability that keeps you on track.

This is at the core of your personal brand... what do you want people to think when they hear your name?    

6. Think win-win. There is enough success for everyone, so don't view anther person's success as success achieved at your expense or exclusion.  

OK. I can just hear all of you lawyers moan in unison! I admit that this one is a bit hard for you to embrace... let's take it out of the context of the practice of law and think of it in the context of the business of law. Does that seem more appropriate?                                     

Six action steps that if applied throughout the year could ensure success in 2012... build stronger relationships... be more productive... know where you're going!

Black Pearl: Here is a brilliant tidbit from Seth Godin to ponder... "One option is to struggle to be heard whenever you're in the room... another is to be the sort of person who is missed when you're not there. The first involves making noise. The second involves making a difference."

Which do YOU want to be?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Yes, the question is... Are you happy? I was telling my client Brian Torres that I can honestly say that I am happy 100% of the time. Now that may sound a little over the top... but it's true. I get stressed and frustrated and disappointed just like everyone else. But none of those emotions alter my being happy.

The next time I saw Brian he had a book for me. Wow... what a great gift! First of all that he listened to me the last time we met and that he was so kind as to share this treasure with me. If you only have time to read one book this year, THIS is the one... The Business of Happiness by Ted Leonsis.

Ted is the owner of the Washington Capitals hockey team, and was an executive at AOL in the early days. He shares some behind the scenes details that really make the book an interesting read. He has won an Oscar, yes, an Oscar! Why should you care? Because at the age of 27 he was a millionaire and almost died in an airplane crash, and in those life altering moments came face to face with what we all think about, with or without a reckoning... "Am I living my life the way I wanted to or expected to?" If you are like most lawyers I coach the answer is probably... "Sometimes... but not enough of the time."

So... What answers and inspiration does Ted Leonsis have for us? 

Make what he calls, a LIFE LIST... What do you want to experience before you say goodbye to this world? So many people go through life just taking what gets served up... as opposed to going after dreams that fulfill them. Think about it! Be outrageous... be creative... and have fun! I put, attend the Oscars, on my list. Certainly I must know somebody who knows somebody that has connections. (Anyone out there want to help me with this one?) Ted also recommends adding things to your list that you have already accomplished. I love this bit of advice since most of us tend to forget that we have accomplished some really great things... our dreams. Take credit for them... be proud of them... and don't forget them. 

Have multiple communities of interest... Ted points out that interacting in a variety of different communities enriches our lives... and you do not need to be an extrovert. As Bette Midler says... You've Gotta Have Friends!

Find outlets for self-expression... This can take on many forms. Writing a blog like I am now is very fulfilling and makes me happy. Art, music, giving speeches, writing articles or even a radio program. These are also great ways to crystallize your personal brand.

Show your gratitude... Do your clients know how much you appreciate them? If you work for someone, does he or she know that you value your job? If your answer is "I think so." Maybe you should KNOW SO! Tell them.

Look for ways to give back... Certainly you have heard this many times and many of you have said... "Sure... just as soon as I get some free time!" The time will never just appear... you have to make it a priority. 

Find your higher calling... What's your bigger purpose? 

These are Ted's six tenets for happiness and my two cents. Is any of this new... absolutely not! But let me tell you that Ted writes a compelling argument to DO IT NOW! I think you will love this book as much as I did... Thank you Brian!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Does it feel like you're just going through the motions in your practice...  you know something is missing... you're not fulfilled... you're not really happy. Sure, you're happy ENOUGH... nothing is really WRONG.  

I was working with a client and that was pretty much what she was feeling. To top it off, she felt guilty about having those feelings since, she's a successful lawyer, she has a great husband and loving children, she has a supportive partner, and she has smart engaged friends. AND... Yet still there is a feeling of discontent. How can she identify the source of these feelings? This is what I shared with her...

A few years ago I had this unsettling feeling... had I reached BURNOUT? I couldn't just change jobs... MY name is on the door! I had achieved what I had been working for... a thriving business, nice offices and great clients. But yet there was a feeling of discontent... How could I identify the source of these feelings? So I created a little game for myself. For the next week I would take note of every time I felt happy, joy, excitement or any other positive feeling. Next, I would examine what I was doing at the time.  I felt positive feelings in lots of things... when I was driving to see a client... when I made a presentation... while having lunch with colleagues... while I was researching a new design program... and the list goes on. But, most importantly I found I had positive feelings in things that weren't always perfect!

NO, I had not reached BURNOUT! And for 30 minutes I allowed myself to think of all those negative things that were driving me crazy... and then it was crystal clear. I wasn't tired of doing MY job... I was tired of doing someone else's job... AND paying THEM for the privilege! I went into the office the next day and did something about it!

It was one of the best processes I have done for myself as a professional because:

I viewed the situation from a positive vantage point.

I discovered that things didn't have to be perfect.

I immediately went into action to change it.

We often continue along a path simply because we think we should, and are reluctant to make adjustments. Remember... EVERY plan can be adjusted. 

We think we have to be perfect! I finally let that go. Remember... YOU can too! 

We think there is no way out. Remember... There is always a way out.

That voice of discontent wants to be heard... LISTEN. You could learn a thing or two as I did! 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

What are you holding back? What are you setting aside? What are you waiting for?

TODAY'S THE DAY... no more waiting, no more holding back, no more setting aside! Get good and mad... good and determined... good and motivated... good and committed... to achieve your dreams this year. To execute on that business development plan you created. And today's THE day to start! What are the initiatives that are on your plan? What can you do TODAY? Not tomorrow, but today! Start! 

Black Pearl: Do you need a kick in the butt? Really? OK...Kevin O'Keefe wrote You have more than an opportunity as a lawyer in the new year: You have an obligation to be great.  YES... Obligation! This is an eye opener!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

There are 525,600 minutes in a year... and EVERY minute we have the opportunity to make choices. Choices that will move us closer to our goals and objectives OR choices that will move us further away. So, where did your CHOICES take you in 2011? 

Last January I was giving one of my seminars... Grow Your Practice... Common Sense Strategies, and I was talking about my philosophy of doing something every single day. I asked the question... What could you accomplish if you focused and made this commitment? I pushed the lawyers... commit to something! I then said... "I want 20 more coaching clients." (Did I just say that OUT LOUD I thought? Yikes, I just said that in public! Now you've done it, Paula! The world knows... 20... Yes 20 is the number!)

Throughout the year I was confronted with choices that could get me closer to my goal or get me further away. My choices got me 23 new coaching clients this year. What was at work here?

I shared my commitment with others. And had several conversations with those that heard the commitment... as to my progress and several of them gave me referrals. I sort of had a team on MY side.

I made choices every singe day that would get me closer to my goal. It was a call, an email, a meeting... a conversation... I made choices!

Who will you share your 2012 goals and objectives with... find YOUR team that can support you. And make CHOICES every single day that will move you closer to your goal. Every single minute YOU have a CHOICE!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

OK... Maybe not change your LIFE! But, it could be a game changer.

"The ONE Resolution You Need To Make In 2012." I ran across this headline at Fast Company.com... as usual I was zooming through and just about got whiplash as I screeched to a halt to click on the link. The ONE resolution... What could that possibly be? I thought.  Dayna Steele hit the nail on the head. If you were to resolve to do just one thing, this is IT... 

"Do what you say you are going to do." Could be a game changer... right?

Dayna gives examples...

"If you say you are going to call, call.

Promise to send someone information? Send it.

Finish a job when you promised... or earlier... with quality work.

Let people know as soon as you can when you are running late for a meeting or won't make it at all."

I would like to add to that...

If you commit to being in a meeting... be there... not on your PDA!

If you tell your clients that you are responsive... make sure you are, ALL the time!

If you commit to writing articles or blogging, make a schedule... and just do it!

If you tell your family you will be home... be home and be present!

Focus... The benefit of accountability is increased credibility. Colleagues, friends and family can count on your word. When you make a commitment to yourself... keep that too! So, in 2012... Make BIG promises and keep them. It could be a game changer when it comes to business development... not to mention everywhere else.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Happy Thanksgiving! I always post on Thursdays and I almost took the day off today, but decided that it would be a missed opportunity. This is an opportunity to reflect back on an incredible year that I have experienced and to take a moment to breathe in the gratitude. 

Success can be measured in a multitude of ways... little steps and giant steps. They are both signs of progress and we need to acknowledge them. Often times we only see success as the finish line... and that is not always the end-all. Here are a few things to think about that my clients, friends, colleagues and yes, I experienced and can take a moment to feel gratitude for.

Thank You for the COURAGE

I have several clients and friends that had the courage to go out on their own to do what they know how to do... their way! 

Two clients stepped out onto thin ice and with courage became more knowledgeable in an area that they had a passion for. Today they are both recognized experts in their specialty, way beyond their expectations because they had courage.

Thank You for the FAITH

More than I can count... clients and friends have rediscovered their strengths, talents and uniqueness they have to offer others. We can be thankful for the added confidence that faith brings.

And still others were encouraged simply because a friend or colleague had FAITH in their ability.

Thank You for the ADMIRATION

How many times have we thought about how admirable someone was... this year I heard it from many. Partners that spoke so highly of one another that it was no wonder that they had been partners for years.

And others who looked to meet with people in their communities to say " admire how you do what you do and could use your "... how flattering.

Thank You for the PASSION

When you find passion it is truly a gift. Passion for your work is the fuel that can drive you and the power that can sustain you. I was the fortunate one to watch people around me find their passion. What a gift that was!

Thank You for your FRIENDSHIP

The other day I had a conversation about the nature of friendship... we concluded that it is unconditional. Wouldn't you agree? To all those I call my friend... THANK YOU!

I don't know who said this but it is so appropriate... "Gratitude makes sense of our past, brings peace for today, and creates a vision for tomorrow." 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

An attitude of positivity? Okay... you're lawyers... skeptical by nature. But, I happen to know... old dogs CAN learn new tricks!

I've talked before about my colleague, a legal consultant Patrick McKenna's rule when he's working with a room full of lawyers... everyone must LOVE an idea for 5 minutes. Just imagine how that could impact your practice and life, for that matter! 

1.If you start with the thought that something WILL work... you will reveal ways that indeed make it possible... that lead to other thoughts and ideas that build on one another.

2. Chances are that there are many angles that you could explore in this positive direction that you wouldn't if you close the door to possibility. An open door invites creative thinking.

3. Positive energy is contagious. People want to be around it... it rubs off.

"We'll never know our full potential unless we push ourselves to find it." - Travis Rice

Remember that we all have a choice... everyday... to see the glass half empty or half full. What do you choose? Love every idea for 5 minutes and see what happens!

• Email This
• Print
• Comments (1)
• Trackbacks
• Share Link

Do you communicate your "attitude of gratitude"?

Do your clients KNOW that you appreciate their business? Do they KNOW that you enjoy the work you do for them? Do they KNOW that you truly care about their situation? 

Do your colleagues KNOW that you like working with them? Do they KNOW that you respect the work they produce? Do they KNOW that you talk to others about them?

Do your friends KNOW how much they mean to you? Do they KNOW just how they enrich your life? Do they KNOW how often the memories you've made together make you smile?

Do your family members KNOW you miss them when you are away? Do they KNOW that you think they're special? Do they KNOW you love them?

OR are you the one who communicates entitlement and is too busy to say THANK YOU?

You may think you have communicated your feelings and thoughts... but have you? Look clients, colleagues, friends and family members in the eye and say what you mean. Take that moment to make sure your clients, colleagues, friends and especially your family KNOW how you feel and what you're thinking... no one is a mind reader. Our lives wouldn't work without them... make sure they know that.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

I was working with a client who was lamenting that he would have more time if everyone else didn't throw things in his lap. When he told me some of the things I could see why he was so frustrated. For example one of his peers sent him an email at 6:00 P.M. asking him to train someone on a process she needed to learn in order to produce something with a deadline of 10:00 A.M. the next morning. I could certainly see how that could be frustrating. I asked if this individual does this often? Answer... YES.

So, why do people do things like this to us? Well, because they can! And they can because we have let them. It's hard to say NO, if in fact you are a team player and a people pleaser. But saying NO is essential to YOUR own sanity! And saying NO doesn't have to alienate the person asking, provided it is done with kindness and consideration to the team. 

Here are 3 possibilities to try the next time your time gets HIJACKED!

1. Say, "I would love to help you out... I would have time a week from Thursday, can it wait until then?"

2. When you need to concentrate on something... simply close your door. That is a sure fire way of communicating that you are not available for interruptions.

3. Make it clear to others that if you do not respond to their emails that it DOES NOT mean that you have said YES. Make it your policy that when you agree you ALWAYS send an email stating so.

Try these and you may find that you can gain control of your time. And when you do... use it wisely!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Are you acting like a CEO or like a lawyer who has the added burden of keeping the firm a float? It's not too likely that many of you answered CEO. WHY? Well I think most lawyers don't think of their practice as a business... I can just hear it. "Of course it's a business... It's a professional services business!" Maybe so but... I would venture to guess that most of you work IN the business NOT on the business. And therein lies the difference. Chances are you are spending most of your time producing the work... making the widgets. Would you like to know how successful INC 500 CEOs spend their time?

Inc. Magazine found out that they spend:

• 3 hours selling and talking to customers - 23% 
• 3 hours in meetings and talking to employee - 23% 
• 2 hours emailing - 15%
• 5 hours other and misc. - 39%

Take a look and see how your day compares to these highly successful CEOs. One thing is for sure... they don't get a lot of sleep. 

Imagine what you could accomplish if you spent just a few hours a week working ON the business instead of just IN it... believe me it would have a profound effect. I have seen it over and over again! As my new client put it..."I want to build a business not be chained to my practice." How do YOU want to spend YOUR time? I know that I would like to spend MY time exploring and creating NEW possibilities... 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

To continue the discussion we started on Tuesday... Do you need an attitude adjustment? Today I want to talk about a post I read by Seth Godin: The warning signs of defending the status quo.

As always Seth calls it out. Here are a few thoughts that get to the heart of the matter for lawyers when it comes to business development. Think about them...

"When confronted with a new idea, do you:

1. Consider the cost of switching before you consider the benefits?

2. Highlight the pain to a few instead of the benefits to many?

3. Exaggerate how good things are now in order to reduce you fear of change?

4. Undercut the credibility, authority or experience of people behind the change?

5. Grab onto the rare thing that could go wrong instead of amplifying the likely thing to go right?

6. Focus on short-term costs instead of long-term benefits, because the short-term is more vivid to you?

7. Slow implementation and decision making down instead of speeding it up?"

 Patrick McKenna a colleague who consults with law firms on strategic planning, has a rule that every one of his groups must commit to: LOVE EVERY IDEA FOR 5 MINUTES. I use it... it works to get the team on a positive path. You will be surprised at its effectiveness.

So, call a spade a spade when you see it. You just may revolutionize how your firm thinks and operates with a true competitive edge... making business development a natural flow of the process.

Black Pearl: If the above list hits too close to home, my pal Cordell Parvin has a great solution to help you out of this rut. Try it... it works!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

What are the images you carry around in your head? What are the words you tell yourself and others? Are they going to take you where you want to go? 

Are they something like...

I'm too busy... or I WILL make time?

I'll never complete this by the deadline... or somehow someway I WILL get this done?

I think they need me... or I KNOW they need me?

I can't write that article... or I WILL write that article?

It's going to take me forever to do this... or I have two hours, I CAN do this?

This isn't ever going to happen... or I WILL make this happen?

I don't know what I want... or I KNOW what I want?

What is your mindset? Confidence in what you think and tell yourself and others breeds trust in your abilities. Believe it! It's all about commitment. So what are YOU committed to? Success and a life that works... or chaos and never quite getting there? You have a choice.

Black Pearl: Need a little boost? Here is an interesting article and video on building self confidence by James Manktelow and Amy Carlson.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Success... what does it mean to YOU? The big ones are obvious... there are diplomas, titles, big houses, fancy cars and exotic trips to remind you that you have achieved the BIG one. Then there are those small successes that we don't often stop to celebrate. The client was VERY impressed with your work, you were selected to be on the team, the kids went to sleep without a fuss, you finished the contract... this list is a LONG one, indeed. YOU are a success in life... celebrate it everyday.

Dr. Heidi Grant Halvorson writes in her Harvard Business Review article Nine Things Successful People Do Differently, about the common denominators among successful people. She says there are nine...

1. "Get specific." As always if we don't know where we are going, how could we possibly get there. Remember, it all starts with a plan of some sort.

2. "Seize the moment to act on your goals." As you probably know by now... I don't buy... "I don't have time". Everyone can find time for what they are committed to. Seize the moment for the things you are committed to.

3. "Know exactly how far you have to go." I love this one. Because knowing how far you have to go also shows you how far you have come... celebrate the progress.

4. "Be a realistic optimist." Yes... nothing worthwhile is ever easy. Don't underestimate what it will take to succeed.

5. "Focus on getting better, rather then being good." I love this one as well. If we develop skills step by step and when we focus that effort on our strengths we become... better... better... GREAT!

6. "Have grit." Be persistent and focused. 

7. "Build your willpower muscle." Self-control is risky business sometimes; strong muscles would sure come in handy.

8. "Don't tempt fate." Yes... don't make success harder to achieve than it is.

9. "Focus on what you will do, not on what you won't do." Do you remember as a child when your mother said, "Don't drop the milk"... you dropped the milk! Focusing on what you will do... really WORKS.

SUCCESS? This is a great list. Read Dr. Halvorson's entire article to get her thoughts.

Let's remember to celebrate the little successes that surely happen every single day... it will keep you motivated and energized.

Black Pearl: Dr. Halvorson's book... Success: How we can reach our goals.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

As you know I have been traveling lately... unfortunately I sprained my foot and couldn't walk without the help of a cane. So in order to get through the airports I requested a wheelchair. What an eye-opening experience. People were so kind and helpful... airline employees, security staff, cab drivers and fellow passengers. EVERYONE expressed their humanity in the smallest and largest of gestures. This got me thinking...

What if we expressed our kindness everyday to everyone we encounter? 

YOU would go through your day with a generous heart... how uplifting would that be?

YOU could MAKE someone's day... generally people come to you because they have a problem they are dealing with... so adding a bit of sunshine to someone's day would be a great thing.

YOU could "pay it forward"... maybe someone will do something kind for someone YOU care about.

The two most forgotten words in the English language today are "THANK YOU". It's not that we are not grateful, because I think we do feel gratitude.... but what happens is we are rushed for time and we take shortcuts. We are on to the next thought or task and we don't bother acknowledging what we think... How nice, thoughtful, generous or great!

Think about the impact this could have on your clients, referral sources and colleagues. We naturally gravitate to kind people... nobody wants to hug a porcupine!

For those litigators that say... "but, I HAVE to be tough and aggressive." I say... not to the clerk you don't.

It's hard to be confrontational or grumpy when someone is being kind to you. Remember what our mothers taught is... "Kill them with kindness."

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Last week I talked about saying "NO" or "NEVER" and making a "STOP DOING LIST". This week I would like for you to ponder the thought of making a GAME CHANGING promise... "I will" or "I will never."

Seth Godin calls it "Delivering on Never". He suggests...

• I will never miss a deadline.
• I will never fail to warn you about a pitfall.
• I will never violate a confidence.
• I will never be late for a meeting.

Imagine the power in these statements. Now, some of you are breaking out in a cold sweat, I am sure. But think about it... YOU are in control of many aspects of your practice, and if you focused on making something happen YOU could do it... couldn't you?

A few years ago I had a client who manufactured kitchen cabinets for big projects and he came to me to help him re-brand his business. He wanted a new name that would sound more Italian.... "Everyone wants an Italian kitchen!" he said. I interviewed architects, developers and builders to find out that their biggest "pain point" was the continual delays they experience with the import of kitchens from Italy... and a disbursement of funds was tied to that stage of the building process. So I suggested he differentiate his business... by delivering "ON TIME EVERY TIME"... he DID break out into a cold sweat and said "I can't do that!" I asked...

"You own the factory, don't you?" "YES."

"You can get your raw goods from many suppliers, right?" "YES."

"You can run 3 shifts, can't you?" "YES."

"You can choose to take the order or not, can't you?" "YES."

"If you could deliver "ON TIME EVERY TIME" that would give you an edge over the Italian kitchens, wouldn't it?" YES."

He was very nervous but was encouraged when his entire organization rallied behind the commitment and came up with great ideas to fulfill on the promise. This commitment was truly a game changer.

What could YOUR commitment be? What do YOU have control over in order to deliver... or NEVER do? What could your entire organization rally behind? What do your clients really want and value? Think long and hard about these questions since the answers could truly be a game changer.

• Email This
• Print
• Comments (2)
• Trackbacks
• Share Link

Imagine taking on one of the most difficult positions of your career and having someone whisper in your ear... sage advice as you begin your journey. That is exactly what happened in Chicago last week for several new managing partners.

Last Thursday I participated in a program The Managing Partner Forum put on in Chicago... Master Class: The First 100 Days.The program is exclusively for new managing partners in law firms with 40 or more lawyers. It was an extremely informative, practical and inspiring program given by Patrick McKenna, a law management practice expert and Brian Burke, former Managing Partner at Baker Daniels. The purpose of the program is to give managing partners a solid foundation that will ensure success early on in one's service as managing partner. One of the attendees brought his new COO... imagine how beneficial that will prove to be down the road! 

The dynamic duo addressed those unspoken concerns most new Managing Partners have and here are three that any lawyer can relate to...

• How will I manage the competing demands of work and home?
• After years of career success, is this the one I'm going to fail at?
• Will I be able to satisfy my partners' expectations?

Their advice is relevant for anyone who is taking on a new position, new initiative or simply trying to improve in your current position.

The advice...

Listen, listen and listen! Ask probing questions... then figure out what the person is really trying to communicate. It's not easy, but if you don't listen first, you will never get to the core of what someone is thinking.

You cannot communicate enough! REPEAT your message often and in a variety of ways... email, memos and face to face. And when you think it is clear... do it again, because it most likely isn't. 

Have a vision vs. aspirations.  And that vision should be simple clear and easy to communicate. Brian recommends that if it can't be said in one concise sentence and fit on a 3x5 card... it needs work.

This applies to all of us who are growing a firm OR a book of business.

Pearl of Wisdom: Want more on the subject? You are in luck... McKenna and Burke have a new book out... Serving At The Pleasure Of My Partners: Advice to the new firm leader.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

TIME... where to find it.

I don't know a single attorney that doesn't tell me they don't have time, to one degree or another. Some use it as an excuse as to why they are not developing business, others say it because they feel it... but do what they need to do in spite of it.

The other day I read a blog post by Seth Godin that I have to share with you. It was short and sweet...

Time for a workflow audit

"Go find a geek. Someone who understands gmail, Outlook, Excel and other basic tools. Pay her to sit next to you for an hour and watch you work. Then say 'tell me five ways I could save an hour a day.' Whatever you need to pay for this service, it will pay for itself in a week."

BRILLIANT... isn't it? We all struggle with processes that we are not proficient at and waste time... so spend the hour that Seth suggests and become EFFICIENT. I am!

I have several small firm clients that do their own bookkeeping. They are smart and figured it out... but they are not EXPERTS. Spending time on the books takes them from legal work and business development, which are two very lucrative tasks. Hire a bookkeeper (and make sure they have experience with law firms). It will be more cost effective and they will be able to help you manage your firm by the numbers... and believe me, they will pay for themselves in short order.

Take a look around... there may be other things you could outsource... which would save you time and money.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Legal business development ideas and insights can come from anywhere and any industry. I just listened to an audio download of Derek Sivers' new book, Anything You Want.

For those who aren't familiar with Derek he is the founder of CDBaby.com. He started his business in 1998 with $500 and sold it for $22 million in 2008 when he realized that it had demands that he was no longer willing to do. Prior to the sale he set up a charitable trust for music education... which was the beneficiary of the sale. How appropriate since from day one... his mission... his focus... his passion... was to help musicians distribute their music. 

He tells an incredible story of his many unconventional business philosophies. As you read them I'm sure many will resonate as they did with me.

Stay true to your passion. We can always use a reminder that our passion is what we are born to do... so DO IT!

Be lean and mean. Bigger isn't always better as the past few years have taught us. When you're lean you are more agile and like a palm tree... able to bend with the wind... and stay focused. Derek refused investors because as he writes "none of your customers will ask you to turn your attention to expanding. They want you to keep your attention focused on them". Duh!

Delegating is a must. It's easier said then done, right?  Derek's method? When people had questions he didn't simply answer the question, he explained the thought process behind the answer. He had them write it down and put it in a manual. Clever!

Derek's book is a fast read... less than an hour (like all three of my books... shameless plug!) And it's full of fresh perspectives to common business issues and YES they are applicable to law firms... you just have to think outside the box.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Yesterday being "The 4th Of July" ... our day of Independence, got me thinking. What does independence mean to your work, your profession and to your everyday business life? 

I'll tell you what it means to me. It means getting to work with people I LIKE. Doing work I LIKE. And doing it where I LIKE. That is what independence means to me.

• I spent too many years working with people that I did not see eye-to-eye with... it wasn't right or wrong... just different.
• I can't tell you how many projects I took on because I needed to make payroll. Not because I wanted or liked the work but because I had to.
• I also spent a lot of time "longing" to travel and experience other places... but I was stuck "minding the store."

I have clients for whom independence means...

• Doing their legal documents from the deck of their BOAT.
• Having enough work flowing in so they don't have to WORRY about it.
• Having the niche she loves so defined that clients FIND her easily.

So my friend... what does independence look like to YOU? Now the big question... What are you going to do about it?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Let's look around...  What business are these companies in?

Revlon... Cosmetics?

Nike... Shoes and sports apparel?

Apple... Computers and accessories?

Sure those are their deliverables... but that is not the business they are in!

Revlon is in the "make me feel beautiful" business!

Nike is in the "I can win" business!

Apple is in the "You can't imagine how much you are going to need this and LOVE this... not to mention that you will be COOL if you have it" business!

As lawyers what business do you think YOU are in? The practice of law? Absolutely NOT! There are probably as many answers to this question as there are lawyers... 1,084,504 (according to the ABA a few years ago) in this country.

Think about it.... 

• Are you in the business of putting families back together again?
• Are you in the business of helping business owners sleep at night?
• Are you in the business of people realizing their dreams?
• Are you in the business of making sure the little guy gets justice?

Do any of these resonate with you? Not a single one mentioned the law! Just as Revlon, Nike and Apple produce a deliverable so do you... legal documents, a trial, counsel, etc. But the business you are in is much deeper than your deliverable. 

Why should you think about it? Because if you can get to the core of what business you are in you will have the insight to do it at a whole new level...

• You will be able to find your points of differentiation.
• You will be able to speak more directly to your target market.

And I believe you will be able to get back in-touch with why you actually decided to become a lawyer in the first place. And your life's work will have more meaning and a higher degree of satisfaction. Hence, your business development activities take on a whole new meaning.

If the law is just a job to you... disregard everything you have read. But if it is not... give these questions some deep thought and focus on the business YOU are in! Have fun... and if you would like to comment or have questions I would love to hear from you.

 Black Pearl: Were Jerry Garcia and The Grateful Dead in the same business as Elton John? Seth Godin has an interesting tidbit.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

The Internet... There are positives and negatives. There are do's and don't. One thing for sure is EVERYTHING you put on the Internet is public and will be there FOREVER.

What should govern our decisions? It's simple... common sense and the principles our mothers taught us... 

• Never put in writing what you wouldn't want the entire world to know. When MY mother taught me that, she certainly didn't really mean the entire world... today we do mean the ENTIRE world!
• Be respectful and don't annoy people. Just because we can say something doesn't mean we should.
• Ask yourself... Would I say this in person? Whether it's in an email, blog, or on Facebook or Twitter! Wait until you see this YouTube video... it will put it all into perspective. Enjoy! If you don't LOL there is no hope for you!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

When we look at our marketing and business development activities, we look at what we did and the results. But, we seldom look at what we were NOT able to do because we were doing that activity. That my friend is an opportunity cost. Let me explain...

• I have a client that has been involved in his practice area section of the bar, exclusively. He has learned a lot, and has gotten a couple of cases from others that have conflicted out of a case. So what is his opportunity cost? By only spending time with his practice section he has missed out on networking with lawyers who DON'T practice in his area and have the potential to send more cases.
• Another client who is a criminal defense lawyer is on the rotation wheel to receive court appointed cases. She signed up to have a steady flow of cases. The hourly rate for these cases is $175 per hour; her regular rate is $300. What has happened is she is spending so much time on the court appointed cases that she has little time to develop her own referral sources. This one is a BIG opportunity cost.

Now, I don't recommend going "cold turkey"! What is needed here is balance... balance that will take effort and discipline to achieve...

• Balance your bar activities with the goals of education and business development. EVERY event you attend plan an expected out come... such as meet one or two new people who do not practice in your area, etc. 
• With court appointed cases you can't pick and choose which cases you will take but maybe you can take a leave of absence from the program. And use the time wisely. Get out there and build your relationships. For fastest results ONLY work on established relationships that you have neglected, later on you can forge new ones. Then... ask yourself if you REALLY need those court appointed cases or are they just a crutch you have become dependent on because you haven't built your own referral sources.

What opportunity cost are you not seeing? 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

I can't tell you how many lawyers tell me that they would like to work on business development... but they don't have time. I don't buy it! When they say they don't have time, what they are really saying is they don't have the commitment. And they are saying they don't have time... without knowing what kind of time it requires.

As you know by now, my mantra is... DO SOMETHING EVERY SINGLE DAY! Yes, every single day. It should be like brushing your teeth... we do it without thinking about it and it's a habit. Five or ten minutes are all it takes on most days. That would be a phone call, an email, a hand written note or making a list of five prospects you would like to meet and who can introduce you to them. And on other days you might meet a referral source for lunch... that may take an hour... but you have to eat don't you?

Do you see why I don't buy, "I DON'T HAVE TIME?" 

So where do you stand? Are you in the camp of no time, no commitment, no results?

Well it doesn't have to be that way. Make the commitment TODAY! If you make the commitment - I guarantee you that you WILL see results. Just the act of focus will make a big difference.  When your focus is on business development you will start seeing many things you can do, and the more you do the more opportunities show up. Make it fun and make it a habit! 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Who came up with the phrase WORK LIFE BALANCE anyway? Well... according to Wikipedia the phrase was first used in the 70's... ah ha... that explains it... it was probably conceived in the 60's in a drug induced trip to Nirvana!

I would like to inform whomever came up with the phrase, that we only have ONE life... (that we can verify.) Our work is our life... and our family... and our friends... and our hobbies... and our diets... and our errands...etc...etc...etc! It's ALL our life and we need to integrate it ALL. And not to feel guilty about whatever it is we are doing or not doing.

I was working with my client... she is a mom, a wife, a lawyer, a business owner, a cook, a special events director, a volunteer, a daughter and the list goes on and on. Now... that is a woman with a LIFE. When she confessed that she doesn't feel she does any of them well... I pointed out that from where I sit it looks like she does a great job and, the fact that she does so much is a huge accomplishment in itself.  I'd like to shoot those guys in the 70's who came up with... WORK LIFE BALANCE. They are making my client feel inadequate and she deserves to feel success... success that she is juggling ALL of that.  

Let's start a movement... My Life Is A Success... movement. And rejoice in the successes of each day... from helping to get your children off to school to getting your client off with a lesser charge. Here's what the bumper stickers will say:

Take Pride... in everything you do and recognize that not everyone can do what you do.

Get Help... yes, hire people to do what you can't, don't want to do or don't have time to do. (Maybe one of those guys from the 70's would like to do your dishes or deliver the documents to your client.)

Say No... to silly, annoying, unimportant and useless things that are time sucks.

Being balanced is acknowledging our successes and accomplishments that cross many lines... and not about compartmentalizing... since we only have ONE LIFE. And every day counts... don't waste one minute feeling inadequate! And no one gets to define YOUR balance but YOU!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

In the past few posts I have been sharing with you my work as a faculty member at the Managing Partner Forum in St Louis. The highlight... Managing Partner Idea Exchanges. They are insightful conversations among the Managing Partners that gives everyone valuable ideas to take back to their firms.  Aviva Cuyler from JDSupra and I facilitated the small firm group that included firms of up to 40 lawyers.

VISION & STRATEGY. We discussed the various ways that Managing Partners have had success getting started and here are the top five:

1. Think about your vision. Where do you want to be in 5 years? Tomorrow?
2. Set time aside to think about your vision & strategy... plan to plan.
3. Consult with others.
4. Set goals that are concrete, simple and easy to communicate (it should fit on an index card).
5. Understand your position in the marketplace.

Generally the hardest part of any task is getting started and I think our group came up with a good list of things to consider as you embark on your strategic plan. I think there are two items here that are key. The first is - make your strategy simple to communicate... so concise that it could fit on an index card. I know this is a tall order for lawyers... but could be the difference between full engagement of the firm OR not. The second is - understand your position in the marketplace. This is often overlooked, many firms get so caught up in what is good for the firm that they forget to look at the situation from the outside looking in. So, when considering a strategic plan these are two critical steps that could ensure success... good luck!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Last week I told you about my work as a faculty member at the Managing Partner Forum in St Louis. The most popular aspects of the conference are the Managing Partner Idea Exchanges. They are broken down by firm size and Aviva Cuyler from JDSupra and I facilitated the small firm group that included firms up to 40 lawyers. I would like to share some of the highlights with you.

One of the topics we addressed was... CHANGE. We discussed the various ways that Managing Partners have had success implementing change and here are the top five:

1. Bring in an outside resource to shake things up.
2. Create financial incentives.
3. Emulate success - look at what has worked in the past and do more of it.
4. Focus on and support the people who are interested in implementing the change.
5. Minimize the risk of opposition (e.g. sunset the changes unless they are approved again after a certain period. Start small and work your way up).

There is no question that change is difficult even when the current situation is painful and ineffective. I think the list our group came up with could be extremely helpful for anyone in any position in a firm... you don't have to be the Managing Partner to initiate change. These days "business as usual" is not a good thing. We need to continually strive to improve, grow and stay competitive.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Why do we do anything? We do it out of obligation. We do it because we should. We do it because we’re getting paid. Let’s face it how often do we do it because… we want to.

 What would you do if it were more fun? Yes, more fun. Anything... say as simple as walking up the stairs instead of using the escalator. Watch...

Think about putting fun into your business development efforts. Be creative… make it a challenge, a game or just plain FUN. 

• A challenge – turn it into a Sherlock Holmes mystery to figure out.
• A game – how many referral sources can you meet in a month, and can you beat last month’s number.
• Fun – I love to listen to music and a friend gave me a collection of 35,000 songs... so I crank up the music when I have a project to work on (as I’m doing right now).

 Be a kid again and get creative. I would love to hear what you've come up with. What could be your piano keys to the sky?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

The Tour de France... is it on your bucket list? Is cycling your passion? This weekend I had the awesome privilege to witness two friends of mine while they started to plan their trip to The Tour de France this July. First of all... their passion is cycling. When an opportunity presented itself they recognized it as an opportunity of a lifetime. There was no hesitation and no excuses... I can't afford it... it will be too crowded that time of year... we probably can't get flights. You know the routine... all the why NOTS! They viewed it "as if" they were already there. The friend that invited them to attend sent a DVD for them to watch. I wish you could have been at my house to watch their faces as they watched the video. It was like watching the faces of two small boys on Christmas morning. Pure delight and wonderment! They will be in one of the pace cars... how cool is that?

When was the last time you felt that passion in your work? I can just hear it... are you kidding me? Work is work and The Tour de France well it's THE Tour de France! I assert that there is NO reason we can't feel that passion in our work... pure delight and wonderment! The thought and feeling of... pinch me because I can't believe I get to do THIS for a living!

Are YOU one of those lawyers who has given in to resignation? You have put your passion in a box and buried the key? I beg you... I challenge you... I order you... FIND IT and get into action.

What happens when you find your passion?

1. You LOVE thinking about it, talking about it and working on it.

2. You inspire others with confidence, trust and reliability that you are the right person for the case.

3. You are developing business without even intending it... it's a byproduct of your passion. People want to be around you. People want to hire you and people want to refer you.

Say yes when opportunity knocks... no excuses. If you are in-touch with your passion you will recognize an opportunity of a lifetime with no hesitation. What's the passion that will take you to YOUR Tour de France?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

I had lunch with a lawyer the other day and she was lamenting the fact that she has lost the fire in her belly. She said "I have no passion and creativity in me anymore... it's GONE". I have to tell you that this comment made me so sad, because the thought of living without passion or creativity... for me... is like living without oxygen... impossible. I happen to know because about 15 years ago I thought I had reached the end of my passion, I thought after 12 years in business I had burnt-out.... All I knew is that I was miserable... so I did a few things I'd like to share with you...

1. I identified what I liked doing. For 2 weeks I made a note every time I liked the task I was doing. Visit a client... yes! Help them figure out a strategy to build there brand... yes! Talk to a new prospect... yes! I only focused on what I LIKED doing... the list grew and grew. Why just the positive? Because... I didn't want it to be a "bitch" session. It was apparent that I had NOT burnt-out. I liked too many of the things I was doing. 

2. I then took actions to alter or eliminate the things that were not on that list. I found a more qualified bookkeeper so I didn't have to micro-manage. I fired clients that were toxic to our business AND weren't even profitable... the new bookkeeper was able to produce reports that made this possible. I stopped doing other peoples' jobs... this was a big one. I realized that I held a lot of resentment with those people that weren't completing their work and I had to pick up the slack. Who allowed that to happen? DUH! Me. I confronted the issues and some people rose to the occasion and other did not. The list goes on and on... but you get the picture.

3. I allowed myself to dream! Yes dream... what do I want in my life? I wanted freedom, creativity and smart driven people to work with, to mention a few. I set out to make sure those things were in my life in some shape or form... every single day. I imagined myself writing a book... I had been telling clients to "write a book, it will give you instant credibility"... so why shouldn't I write a book? I put it on my master list of goals and 10 years later that dream came true. Almost like a fairy tale... it won the Business Breakthrough Book of the Year and I went to Washington DC to accept the award with my mother by my side. What is YOUR dream? 

Today, my business is very different then it was then. Quite frankly... I love what I do... it's my passion. As the saying goes find what you love and you will never work a day in your life. Maybe your passion is a more defined practice area or maybe it isn't even the law. Whatever it is YOU need to find it and lay the groundwork to get there. It will not happen over night... so every day you waste not going in that direction you get further and further behind.

Find your passion. It may have been asleep for a very long time but believe me it will find YOU if you are open to finding IT. 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Change... yes, CHANGE. Don't they say the definition of insanity is doing the same thing over and over again and expecting different results?

The past few years have been difficult in the legal profession... what am I saying... in just about every profession! So how many of you looked at your business and made a conscious decision to CHANGE IT? No I don't mean you went with the flow or adapted as a resignation. I mean looked at things... lack of new cases, apathy of staff, slow paying clients, increased expenses, etc,etc,etc. It was easy to say... "Things will get better, I just have to survive until then."

Did you look at your client service and think about what they may want, like flat fee billing or more convenient locations? Did you look at how efficiently you could produce the work?

You may think... what is she talking about? Isn't this operations, not marketing and business development? Well my friend, the bottom-line? It is ALL marketing and business development.

1. If your fee structure is what a client wants... you get more work... that is business development.

2. If you are efficient and do the work faster and cheaper than someone else.... you get more work... that is business development.

3. If your staff is engaged and clients enjoy interacting with them... your clients send you more work... that is business development.

Here is a brilliant example of this.  A client of mine delancyhill was in The Miami Herald - Business Monday section yesterday because Marlon Hill and his partner Michelle Delancy have grabbed change with both hands.

They have positioned their firm as a cutting edge firm poised for the recovery. To do this they first questioned: How can they make the firm more accessible to their clients? How can they be more efficient and deliver a more cost effective solution to their clients? And how can our lawyers and staff find more satisfaction from there jobs AND life? So what they came up with is to rethink their approach to a traditional office... why couldn't it be a series of satellite offices that take technology to its max? Why can't we have more flexibility, (Michelle is a mother of 6... yes you got it right - 6)? The answer was YES... of course. So they gave up their traditional law office in a prestigious downtown building for 3 very nice satellite offices, central, north and south... giving their clients a choice of where they want to meet (remember: give the client what they want). Each attorney works from their home offices that are in fact very mobile... laptops and personal WiFi, (flexibility, flexibility, flexibility). Where are the files you may ask... they are in the "cloud". They are going paperless with their files on a cloud server that anyone in the firm can access at anytime.

Does this sound like CHANGE to you? I certainly hope so. I can also tell you that ultimately each and every change is a business development initiative. As a reader of my blog you know that I talk a lot about creating your points of differentiation. There is no doubt that they have created a remarkable point of differentiation.

• Email This
• Print
• Comments (2)
• Trackbacks
• Share Link

A couple of weeks ago I was on a panel at the University of Miami Law School, and a student emailed me asking if she could have an hour of my time to talk about my thoughts on getting a JD and MBA. We met Sunday morning for a cup of coffee. First of all, kudos to her for having the courage and self-confidence to find people in the community to meet with and seek advice. The things we discussed over coffee could apply to even a seasoned attorney.

We are never too young OR too old... to seek the advice of people more experienced in an area than we are. Most often people are happy to spend time and share their experience. I will connect this young woman with a client of mine who has an MBA and JD, as well as a former mentee, who is a brand manager in a global corporation.

Set yourself apart from the masses... that is what an MBA could do for her. Knowing the law is the foundation, but knowing how to run a business - now that is a point of differentiation. Maybe it's not feasible for you to go back and get an MBA but there are certainly plenty of courses to introduce you to the principles of business.

Find your passion and narrow your focus... this young woman loves the arts and has studied drama so she was thinking of focusing on Intellectual Property Law. Brilliant! Find something you are passionate about and leverage that passion.

I talk to too many attorneys that hate what they are doing. It's never too late to change a few things... imagine you are starting all over, like this young law student. Leverage your law degree... find your passion, focus on the things that will set you apart and seek the advice of people who have been there before you.

Black Pearl: Seth Godin talks about following your heart, stepping up to the plate and doing it YOUR way. Don't wait to be called upon... you'll love this!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Last week I was in Tallahassee at the 2011 Women's Leadership Summit presented by Florida Association for Women Lawyers (FAWL). What a thought provoking conference. The president, Gigi Rollini and her team did a great job. I was a discussion leader on Self-Marketing & Networking and I had the opportunity to attend other discussions. What I thought was very interesting were the topics of work life balance and creating a workplace that works. All the tips pointed to getting your life under control and saving time.

There were many great tips and here are just a few...

1. Make LIFE goals... take the time to consider what you really want out of life. As they say "this is not a dress rehearsal." Focus on your life goals and you will be able to make better daily choices.

2. Choose what you sign up to do, carefully... is it aligned with your goals. If not, don't do it.

3. Meal planning... takes the stress out of evenings. And we make healthier choices when we plan.

4. Hire help... from kid shuttles to weekend chores. If your nights and weekends are spent enjoying your family and friends instead of doing chores, how rich could your life be?

5. Hire quality people on your team... that way everyone is focused on getting the job done right the first time.

Thank you to... Judge Nina Ashenafi-Richardson, Judge June McKinney, Kimberly Driggers, Kelly Overstreet Johnson, Melanie Hines, and Catherine Lannon.

The BIG take away is this: do what you have to do to get your life under control... the little things are just as important as the big ones. 

• Email This
• Print
• Comments
• Trackbacks
• Share Link

 Yes... I am a Raving Fan of the movies. So Oscar night is "not-to-miss" television for me. There are two reasons I am a fan. The first I discovered 26 years ago when I started my business. I was in such overwhelm all the time and could not disconnect and think of anything else... it was as though I could not turn my brain off. UNTIL, I was in a dark theater. I could be taken away by the big screen and totally escape into the story. It gave me a welcomed diversion.

The second is the story; the insight and inspiration. The King's Speech was no exception. How many of us can relate. Short comings that get in the way of our success.  That seemingly insurmountable task that immobilizes us. It happens to all of us at some time or another. What we do about it is the difference between moving forward to success OR being one of the masses that stay stuck. Here are a few insights and inspirations I got from The King's Speech...

•  Don't be afraid to show your vulnerability. Most people want to see you succeed. We often think the world is waiting to criticize us -  but on the contrary, most people love to root for the underdog, the one that is putting forth effort. Effort that comes from the heart. 

• When called upon... take it on! Grab the responsibility with both hands and show that YOU are the person they can rely on. Make the speech, write the article, give the presentation... step up!

• Seek help. Find an expert that will help you deal with your short comings. A speech coach, a marketing and business development coach, find your guru to show you the way.

So next time you are in need of a break from your own mind, enter a dark theater and escape into a world that just may inspire you. It doesn't always have to be uplifting, it just has to make you think!

Black Pearl: Colin Firth delivered the best speech of the evening. Enjoy!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

*Special Friday Post

Seeing as though we've spent the week discussing the various benefits of social media I was excited to run across this Mashable post entitled: "How Lawyers May Use Social Media in the Future." I think it's further evidence (no pun intended) that all attorneys need to start considering the topic...and dip a toe in the water.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Even if you can’t hire a Chief Value Officer, appoint yourself to the position and start thinking seriously about providing value to clients.

This week we asked: Do you need a Chief Value Officer?

1) Yes, I bet it would be helpful - 29%

2) No, we provide great value already - 28%

3) Possibly, I need to know more about it - 43%

My Thoughts: Usually my questions have no correct answer. This week it does. Yes. Yes. Yes. Everyone needs a Chief Value Officer (only about a third of you got this right!). Should you run out and hire one? No. But someone in every firm needs to take responsibility for making sure clients are getting the value they want and need.

That doesn’t mean lowering rates or adding more services to the menu. It means looking at client service in a new way. For example: in-house training for associates, alternative billing structures, client feedback interviews. The best way to envision the difference between a CMO and a CVO comes directly from Tuesday’s article:

“The firm wanted to divide its client relations department into one group that "gets the trains in on time" by handling the day-to-day management of filling out RFPs or updating the website, for example, and a second group that focuses on how the firm needs to change to better provide value. That second function, he said, has implications for how the firm hires and trains attorneys and how it staffs matters. Though Sudholz won't be taking the lead on project management training at the firm, it is something she will be involved with as part of the CVO role.”

See the difference?

Black Pearl: Want a few more tips on adding value? Click here and download the Association of Corporate Counsel’s “51 Practical Ways for Law Firms to Add Value.”

• Email This
• Print
• Comments
• Trackbacks
• Share Link

These days we hear a lot about the idea of “value” but what exactly does it mean? Truthfully, it most likely means something different to every firm. That’s why I thought it was an interesting concept when I read that the firm of Drinker Biddle & Reath had split their client relations department and appointed a “Chief Value Officer,” (the other half of the department will be overseen by a traditional “Chief Marketing Officer”). What do I think of the position? We’ll get to that on Thursday. Until then I want you to ask yourself this…

Question of the week: Do you think you might need a Chief Value Officer?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

By giving clients an amazing experience we can not only drum up repeat business, but we can build a referral source for the future.

This week we asked: How do you think clients would rate your client service?

1) Terrible - 0%

2) Not great - 0%

3) Just OK - 31%

4) Pretty good - 43%

5) Outstanding - 26%

My Thoughts: I’m happy to see that over two-thirds of you think that your clients would rate you above average. But are you sure? How do you know?

This week we’re looking at the importance of client service—not just in retaining clients, but in transforming them into major referral sources. The book I referenced on Tuesday (“Flip the Funnel” by Joseph Jaffe) uses actual case studies of big business to show how companies relate to consumers and the importance of making sure they’re happy. Not just happy. Go-out-of-their-way, over-the-top, have-to-tell-someone-immediately happy.

Quick example: One of my team members recently had her second child. When she and her husband pulled out their three-year-old crib to put it back to together for their newborn they found that a small albeit important piece was broken. Having bought the crib from a large national retailer they jumped in the car and headed to the store. After explaining their dilemma to the manager he explained that the crib was a special order item and they didn’t stock the part needed, but he would check the back. 15 minutes later he returned with the part. How? He had taken apart an entire floor model in the back office just to provide them with a 3-inch bracket. Did he have to do that? Absolutely not. Did my associate run immediately to Facebook, Twitter and anyone who would listen and tell them how fabulous the retailer was? Yes. Did that translate to new business? You bet.

Think about it. What have you done for a client lately that would inspire that kind of action?

"In an acquisition-heavy world, we pull out all the stops to woo a stranger to sample our wares, yet we ignore the very people who essentially fund our acquisition efforts in the first place. It is tantamount to feeding yourself by holding the steak knife the wrong way," writes Jaffe. "Not only will you go hungry, but also you'll end up in the emergency room."

Black Pearl: If you’re interested in more information from the book check out the Twitter feed or the website.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Let’s be honest. On a day-to-day basis how much time do you really spend thinking about the experience your client is having? Probably not a lot. Sure, you’re thinking about how YOUR office is interacting with them, but rarely do we stop and ask THEM how we can be better. And we should. What got me thinking about this? Today I was doing a quick search on Twitter (follow me @legalbranding) and it led me to a review of an interesting book. In it, the author takes on client service and relationships, explaining exactly why and how we need to put a focus on client service. So what’s the answer? In short... if we want to generate new business we need to flip the funnel...

Question of the Week: How would clients rate YOUR client service?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Thought it may seem scary at first, making the leap into blogging and social media can bring greater rewards than you ever imagined.

This week we asked: When was the last time you took a risk with your marketing and business development?

1) Within the last month – 13%

2) Within the last 6 months – 18%

3) Within the last year – 20%

4) Within the last 2 years – 46%

5) Within the last 5 years – 3%

My Thoughts: I’m sorry—but not surprised—to see that most readers haven’t taken a risk with their marketing and business development in over a year. I know attorneys are busy people, but taking a risk and trying something new is an important step in not only building relationships and brands but in keeping your marketing efforts fresh and exciting.

The pieces I want to share with you today talk about exactly that. The author, Adrian Dayton, talks about how after a training program with a group of bright attorneys, only half ended up putting the ideas to use and achieving positive results. Why? Because the other half didn’t follow through. Why? Because they were AFRAID of putting themselves out there. Writes Adrian:

“What if nobody likes what I have to say? What if people disagree with me? What if someone at my firm doesn’t like my opinion? What if a client dislikes my blog post? What if I commit and then later get too busy? There are plenty of things to be afraid of, but if you focus on those things you will never make it out of your front door in the morning.”

I couldn’t agree more.

Another one of my favorite bloggers, Seth Godin, approached the issue this week as well. His take? Go with the momentum that propels you toward something great—and don’t be afraid.

“We look at a project launch or a job or another new commitment as something that might get out of control,” he writes. “We're afraid of being part of something that feels like it might be too big for us.”

If we don’t take risks we never open the door to possibilities.  If someone had told me 10 years ago that I would write three books for lawyers… I would have told them they were CRAZY!  I guess crazy is a good thing!

Black Pearl: Here is the rest of Adrian’s post, entitled “The Parable of the Blogger.” I think you’ll find it will make you think hard about the value of taking a risk… and as a bonus, here’s the full post from Seth Godin “Avoiding Momentum.”

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Taking risks is always an integral part of achieving great success. Whether it’s narrowing your client base or simply re-branding your firm, doing something new can often be a little scary. One of the things I’ve found to cause the most anxiety in my attorneys when it comes to marketing and business development risks is their entrance into the world of blogging and social media. Putting your ideas, opinions and thoughts out into the world can be an intimidating task, but one that can help you reap incredible rewards. While reading through my usual blog lists I came across a great piece on why the fear of social media can often prevent attorneys from moving forward in their marketing and business development strategy. But first, think about this…

Question of the week: Do you take risks with your marketing and business development?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Shifting your perspective can open up a world of change...and possibly affect your bottom line.

This week we asked: How easy it for clients to do business with you?

1) Very easy - 24%

2) Easy - 28%

3) Difficult - 0%

4) Very Difficult - 0%

5) I’ve never thought about it - 48%

My Thoughts: Nearly half of you had never even considered this question. But now that your attention is here, it’s something to consider, correct? As Jay Fleischman writes in the piece I mentioned Tuesday:

“It’s been said that your role as a business owner (and yes, you are a business owner if you run your own law firm) is to make it as easy as possible for people to do business with you.  You need to grease the wheels and create a friction-free experience for the potential client.  When you fail to do this, you run the very real risk of losing business – sometimes, without even knowing it.”

Fleischman goes on to suggest five practical ways to make your client's lives easier:

1. Make sure there are magazines in the waiting area-- and that they are geared towards your client base.

2. Ensure your retainer agreement is easy to read and understand.

3. Make sure you have a warm, friendly receptionist.

4. Minimize the amount of work your client has to do.

5. Make sure that your clients can count on you to answer their phone calls- or return them in a timely fashion.

What I like about the piece (link below) is that all of the advice is so simple. It echoes many of the themes we’ve discussed here (market focus, personalization, availability, customer service) but truly applies them to the everyday nuances of running a law office. They are simple, highly effective changes you can make immediately that will make your business life easier by making your client’s experience easier.

Black Pearl: Here’s the article, entitled “5 Ways To Reduce Friction In Your Legal Marketing Efforts.” Read it, consider the changes suggested, and let me know what you think in the comments section below.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

I often approach legal marketing from the perspective of what you can do lure clients in and keep them. I love to hear and read about new theories on networking, Internet usage, credibility.... and it’s rare that I read something that truly shifts my vision and makes me look at legal marketing in a whole new way. This morning I stumbled across a blog post that I found incredibly intriguing (stay tuned for the link on Thursday) not only because of its advice (all very good) but because of its perspective. That perspective? The author was challenging readers to ask themselves if, on a day-to-day basis, they were making it as easy as possible for clients to do business with them? So I will ask you the same:

Question of the week: Are you focused on making your clients' legal experience as smooth & easy as possible?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Marketers are always looking for new and innovative ways to create business development opportunities. But what advice should we reconsider?

This week we asked: How long have you been following legal marketing trends and ideas?

1, More than 5 years - 32%

2. 4-5 years - 0%

3. 1-3 years - 9%

4. Less than a year - 59%

My Thoughts: 68% of you are relatively new to the legal marketing world, having just come into the realm in the last three years. For you, social media like blogs and Twitter may be the norm—32% of you know it wasn’t always that way. Here are a few ideas from the past that may not have a place in the future...

Your website is your only online presence. Platforms like Twitter and Facebook, as well as the plethora of blogs and article directories give attorneys a direct connection to potential clients and establish their credibility. While a firm website is important in that it can outline basic information and firm vision, a more personal and specific line of communication such as a blog can help attorneys truly show what sets them apart from the competition.

Cards should only be sent for winter holidays. To truly stand out in a sea of holiday cards, I always advise my clients to send either Thanksgiving or New Year's cards. (For the adventurous there is always July 4th as well!). The lesson here is to think outside the box. Don't want to send holiday cards at all? Have a reception instead; send clients a card with an interesting article that relates to their business; or even keep a calendar of birthdays and the like. Communicate all year round...not just when you think you have to.

Law firms don't have taglines. Though it's still met with a bit of resistance from some, a lot of firms have accepted the benefits of having a tagline. Whether it's simple, clever, funny or descriptive, a tagline can do wonders for helping firms not only show their points of differentiation, but establish their position and their firm culture among potential clients. Two other options to consider? First, a tagline doesn't always have to be attached to a logo. It can simply be a strong positioning statement or headline that sums up a firm's vision and point of differentiation. Second, it can be as simple as using "Trial Attorneys" versus "Attorneys at Law." It can set you apart and make clear your place in the legal field.

All you need is a capabilities brochure. While a beautiful and informative brochure can make for a great leave-behind, the secret is really in the content. Stop telling clients what you CAN do and show them what you've done. A results-driven brochure can incorporate case studies, statistics about the firm (and its lawyers) and the backgrounds of its attorneys.

Your bio should be about what you've done. Sure, clients want to know about your cases and clients... but what they really want to know is how those cases and clients apply to them. Refrain from compiling lists and instead focus on how your experience can be of service to a specific industry or group of clients. Make them understand why you're the best at what you do and use those clients and cases as examples.

Legal marketing wisdom changes on a constant basis. As new methods of communication continue to crop up, the marketing opportunities for lawyers and firms continue to multiply. My best advice? Read books, subscribe to blogs and follow legal marketing news for the latest trends and ideas.

Many in the legal profession are hesitant to enter the world of social media.  Take a look what Kevin O'Keefe of Lexblog has to say on the subject:

"Law firms have more to gain from social media than other business. Social media is based upon on engagement, networking, reputation building, and relationships. The exact keys to business development success in the law.

Social media provides a golden opportunity for law firms to gain an edge on their competitors. It'll be interesting to see what firms take advantage of the opportunity by keeping pace with their client companies when it comes to social media spending."

Black Pearl: To prove my point, check out this article about why SEO may be outdated (already??)....

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Let’s be honest, marketing strategy and theory changes from day-to-day and month-to-month. Though many ideas are evergreen (Repetition, Repetition, Repetition) smart marketers must be open-minded to changes in the industry—as well as other industries—and never be afraid to evolve and adapt. Case in point: many of the long-held beliefs of legal marketers have been challenged over the past decade, and lawyers and law firms are finding that the old ways of business development may not be the most effective. So what old school advice should we reconsider? Come back Thursday for my thoughts...

Question of the week: How long have you been following legal marketing trends and ideas?

• Email This
• Print
• Comments (2)
• Trackbacks
• Share Link

Not everything always goes according to plan. Sometimes you have to change your vision to see results.

This week we asked: What’s the greatest lesson you’ve learned from a marketing mentor or consultant?

1. The importance of a marketing and business development plan - 52%

2. New ways about thinking about networking - 0%

3. Finding strategies that work for your individual strengths - 18%

4. Developing a personal brand - 25%

5. Other - 5%

My Thoughts:  I’m thrilled to see that over 50% of you learned the importance of creating a plan, while developing a personal brand and playing to your strengths together were almost as important. All three are key elements in a successful business development journey!

As I mentioned on Tuesday, I’ve learned my fair share of lessons after over two decades of working with clients on their marketing, branding and positioning. Here are few lawyer-specific things to consider as you make your way through the marketing world.


You've got to have buy-in support. Years ago my team and I conceptualized an incredible strategy for a mid-sized firm to cater to its varied industry clients--the marketing committee loved it. Yet, from the beginning the concept was poorly communicated through the organization, and as we progressed the marketing committee got more and more push-back from others.  What was, at first, an innovative concept turned into a nightmare for both us and the client. The lesson: No matter how exciting the idea, without the support of a large portion of the firm it's destined to fail.

Know when to back down. This is a lesson I continue to learn on a daily basis. Whether it's compromising on a firm name (something I've done many times) to meeting attorneys halfway on marketing strategy, it's the age-old wisdom of picking your battles. The truth is, no matter how much experience in marketing, branding and positioning I bring to the table, my clients are the ones who know what clients they want and how they want to present themselves to the public. The lesson: I can give my advice, impart my experience and expertise and usher them into what I see for their future... but the real decision has to come from them. As long as I have given them both sides of the issue... I have served my client well.

Not every attorney has to do everything. I've learned to identify early the skilled writers and set them up as bloggers; recognize the networkers and help them target industry organizations; and cultivate the large personalities into prolific speakers. It's all about understanding where their talents--and comfort zones--lie. The lesson: Let attorneys play to their strengths. They will only pursue what feels comfortable... if they like it, they will do it.

Overall, the lessons I've learned are applicable to almost any profession, but they're solid ideas to consider when approaching your own legal marketing. Whether it's being open to a new way of speaking to clients or making marketing and business development fall into YOUR comfort zone, the key is to pay attention and focus…and never get frustrated. There is always a solution.

Gail McQuilkin of Kozyak Tropin Throckmorton reminds us that along with what we've discussed above, patience is an essential ingredient in a legal marketing plan:

“The most challenging marketing issue I face is trying to convince the lawyers in my firm that there is a return on their investment. That’s difficult because there’s always a time lag in cultivating new business. It’s not the same as deciding you need office supplies and you meet somebody at a local activity and say, ‘Gee, I can get the same supplies from him that I’m getting from my current vendor. I’m going to give this guy a chance.’  It’s different when a client needs legal service – it’s usually a serious matter. It’s not going to be something where they meet you at a social activity and just give you the business. That’s why it’s important to work your relationships and keep working them, so when the moment comes when they need a lawyer, you’re top of mind.”

Black Pearl: Want to learn a few things from a corporate giant? Here’s a great piece on what lawyers can learn from Toyota.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

After 15 years of working with both individual lawyers and firms there has never been one strategy that could work for all. The strategies are as varied as the individuals implementing them. For some, "thinking outside the box" is the route to follow, while others fare better when focusing on the basics. Taking into account time, experience and marketing goals, I personalize every marketing plan I work on, but sometimes things don't go as expected, and it’s in these instances that I’ve learned the greatest lessons of my consulting career. As we wrap up our discussion of marketing mentors and consultants I’m happy to share these lessons with you. But first…

Question of the week: What’s the greatest lesson YOU’VE learned from a marketing mentor or consultant?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Make no mistake, choosing the right  marketing and business development coach can make or break your efforts.

This week we asked: What do you think is the greatest benefit of a marketing consultant?

1. Help with writing a plan - 0%

2. Keeping me on track - 0%

3. Bringing new ideas to the table - 0%

4. All of the above - 90%

5. I don't see the benefit - 10%

My Thoughts: Wow!!! I'm thrilled 90% of you said "all of the above" would be the greatest benefit of a coach. It's clear that we ALL need help to stay on track... I have 2 coaches and I can tell you their insights are invaluable to me. So how do you select one? Well, allow me to explain.

The most important part of the equation is the partnership between you and your marketing coach or consultant. That’s why you must take extra care to choose the right person for your personality, your practice and your goals. Here are a few tips:


Do your research. Get to know their ideas and strategies. If you're going to take advice from someone, know who that person is and how he or she gets their points across. Do you like their tone? Does what they preach make sense to you? If not, keep looking.

Look into their background. Do they specialize in legal marketing or marketing in general? How many lawyers or law firms have they worked with? Marketing attorneys isn't the same as selling cars or other consumer products, it is a category all its own.

Evaluate their services and relationships. Look into exactly what it is you're getting for the money. Some may see themselves only as coaches. Still others may offer public relations or advertising services as part of their firm. Think about what you need and how all aspects of marketing work together.

Listen to what they're asking YOU. Before embarking on a plan, your consultant has to know you inside and out. In your first few meetings listen carefully to what they're asking you. Are they asking the right questions to understand your daily business life? Are they delving into your clients, your referral sources, and your hobbies and interests to see where growth can be accomplished? Or are they simply skimming the superficial?

Go with your gut. As I mentioned above, you're entering into a relationship, and as with any relationship... you have to trust your instincts. Beyond the pitches and the samples and the strategy-do you LIKE this person? More importantly, do you TRUST this person with your business development future? If not... walk away. You must be completely open with your consultant... comfortable collaborating and discussing your everyday business life. You have to be willing to commit to taking advice and guidance before you can enter into a successful partnership.

Still not sure if you need a consultant?  Read what Doug Ward of Rogers Towers has to say... and think about which "group" you're in:

"When you have busy lawyers, sometimes the last thing they want to do is try to market their services.  You have some lawyers who don’t think about marketing at all and think that the business will somehow materialize on its own. You have others who agree that marketing is beneficial, but say, ‘I don’t know when I’m going to be able to come up for air, let alone think and talk about marketing.’  Then you have a group who says it’s critical and make a concerted effort to help the marketing process along."

Black Pearl: For more on choosing the right consultant, read this.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Finding a mentor is a great step in your marketing and business development journey, but some attorneys need more than just a daily email. For those looking to place a major focus on developing that area of their career, a marketing coach or consultant can be a great investment. A coach/consultant can step in and not only help you write a marketing and business development plan, but help you determine your strengths and weaknesses and keep you on track. But first, what’s your take?

Question of the week: What do you know about the advantages of a professional marketing consultant?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Whether it’s a bestselling author or your friend down the hall, finding a mentor is easier than ever.

This week we asked: Do you have a marketing mentor?

1. Yes - 25%

2. No - 0%

3. No, but I would like one - 75%

My Thoughts: Good news, 25% of you said you had a definitive mentor when it comes to marketing and business development. The great news?  75% of you said you would like one. But where to look? Here are a few ideas:


The Traditional Route- The easiest way to find a legal marketing mentor is to look around. Who do you know in your firm (or other firms) who has impressive legal marketing skills? Take them to lunch, ask their advice, pick their brain. I would be willing to bet the person in question will be flattered to offer their suggestions.

Gather A Group- They say there's safety in numbers, but could there also be success? I think so. Look around at your friends and colleagues and make a list of those who might be open to a weekly or monthly marketing roundtable. Share tips and ideas, help each other with referrals, discuss what's working...and what's not, and recommend interesting blogs, books and articles.

Go Virtual- Most legal marketing experts (myself included) have blogs and Twitter accounts designed to share advice and strategy on a weekly, if not daily, basis. The key here is finding someone you connect with...even on a virtual level. Subscribe to a few and see which fits best into your own mindset. Then develop a relationship. E-mail questions, comment on blog posts and keep your mentor updated on your successes.

Start Slow- Browse your local bookstore for best-selling marketing and business development books or read Amazon.com reviews to see what author suits you best. No time to read? I have been a longtime fan of books on CD. Keep one in your car, office or home and put in on in the background, the information is bound to sink in!

Joe Gagliardo of Laner Muchin tells us about the mentoring program his firm utilizes:

"We have a mentoring program and we require lawyers to work with their mentor to develop individual marketing plans.  For instance, I had an opportunity to speak at a diversity conference that was going to involve a number of general counsel from big companies. I brought a number of the women and minority lawyers from the firm with me. I made a commitment to them that if I got any business, rather than just take it, which I could have done, I was going to be willing to share it with them. That's how a mentoring program should work."

Black Pearl: Here’s an interesting article from The Ladders about the mentor/mentee relationship. It has some great tips for making the most of such an important relationship!

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Whether you have an in-house marketing professional to help and guide you or not, it’s never a bad idea to look around at what others are doing and suggesting. Finding a marketing mentor is easier than ever these days—social media outlets such as Facebook, LinkedIn and Twitter give us a direct method of communication with almost anyone. And it doesn’t even have to be that far-reaching. The senior partner/rainmaker down the hall can often take that role...you just have to ask.

Question of the week: Do you have a marketing mentor?  

• Email This
• Print
• Comments
• Trackbacks
• Share Link

I’m on vacation… and sitting in an airport reading Fast Company... The Invincible Apple: 10 Lessons From the Coolest Company Anywhere. I have to admit that being in the creative field makes me prone to be a bit of a disciple of Steve Jobs. The reporter Farhad Manjoo writes:

Lesson # 6 - Everything Is Marketing... and he goes on to quote Martin Lindstrom…"Apple's brand is so powerful that for some people it's like a true religion.”

Just imagine for a moment that you had the ability to create that kind of loyalty with just 10 of YOUR clients. That would be pretty powerful wouldn't it? It’s not out of the realm of possibility. In fact you may have one or two right now. Clients that love and respect everything you do… from your legal work to your billing as well as your availability and how your staff interacts with them. Yes… even your bills… EVERYTHING is marketing. Everything we say and do. Everything we produce and distribute. Everything!

 The lesson we can take away from Apple’s competitive edge… it’s all the details that make up the total package. From the sound when you turn on the computer to it’s unique capabilities… not to mentions the cool factor. What is YOUR total package?  How are your clients greeted the moment someone picks up the phone? What are your unique capabilities? And maybe you don’t have a cool factor; however you may have a prestige factor… can your clients brag that YOU are their lawyer? They should! Don't you think?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Want to make the most of your business development time? Enlist some help in the form of your marketing director.

This week we asked: Does your law firm have a dedicated marketing or business development professional? 

Yes - 68%

No - 18%

No, but we are considering hiring one - 14%

My Thoughts: It seems that having a dedicated marketing or business development professional is still a growing trend within firms across the country. It’s great that 68% of you have access to professional help, and another 14% are considering it.

Over the past decade the idea of a law firm marketing director has become more and more popular. Not only are most marketing directors experienced in creating marketing strategy and copy, they often bring with them connections to organizations, writers, reporters and editors. Here are a few ways to further your relationship...

• Let Them Get To Know You.  
Rather than treating a marketing director as just another firm member you pass in the hallway, find the time to sit down and develop a relationship. Speaking with you and hearing about your goals and accomplishments can help spark ideas that a resume cannot.


• Get To Know Them
.  You’re more likely to go out of your way for someone you have a personal connection to. Nurture your relationship. Send them interesting articles you come across, stop by their office and say hello, and return their calls and emails in a prompt manner.
   
• Ask For Help
.  Don't forget that a marketing director's job is to help you so don't be afraid to ask. Need help re-writing your biography? Ask. Need to polish up an article for publication? Ask. Wondering how your speech for next week's conference sounds? Ask. 


• Be clear about what you want. 
Marketing directors aren't mind readers...they can't help you unless they know exactly what you want out of your marketing time. The more specific you are about your goals, knowledge and strengths, the easier it will be for your marketing director to work on your behalf.


• Let them do their job. 
You would never send your marketing director into the courtroom, so don't tread in their territory either. Seeking their advice should be at the top of your mind when marketing opportunities arise. If you don't want or need their help with a project, at least inform them of what you're working on. A simple email can do wonders to nurture your relationship and build respect between you both.

Your relationship with your firm marketing director can be one of the most fruitful partnerships in business development. By working together you can maximize your time and energy while furthering both the firm's marketing agenda and your own.

Still don't think it is worth the time commitment?  Jay Courie of McAngus Goudelock & Courie has a warning for you:

"I think people have a tendency to get caught up in the day-to-day business of practicing law and they forget what got them to the party.  If you quite marketing and get complacent, you will fail."

Black Pearl: Interested in business development’s evolution? Here’s an article about the history of law firm marketing.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

For some of you, the help you need may be right in your backyard. Many firms (even small to mid-size firms) are hiring in-house marketing help these days in the form of a marketing or communications director. By bringing in a professional whose sole purpose is to market the firm—and the lawyers—firm leaders give a clear signal that business development is big business. But some lawyers are hesitant to use this resource, most of the time because they don’t know how. But before we get to that…

Question of the week: Is your firm dedicated to marketing?

• Email This
• Print
• Comments
• Trackbacks
• Share Link

If you want results you have to make the effort...and sometimes that means asking for help.

This week we asked: Are you applying the help and guidance of professionals when it comes to legal marketing and business development?

Yes - 27%

No - 25%

Sometimes - 48%

My Thoughts: The good news is that over half of you are applying the advice you’ve been given by professionals to your daily business development efforts. I’m guessing that the other 25% of you either have not sought advice outside of this blog, or have not found it applicable to your everyday life.

For the next few weeks we’re going to examine just how to work with marketing and business development professionals. We’ll look at how to find a mentor, how to work with both in-house and outside consultants, how to find the right person for your goals and just what you can learn from them. I’ll also share a few of the hardest lessons I’ve learned myself in the 15-plus years I’ve worked with attorneys and law firms. Because sometimes you can’t do it alone.

Before you dismiss business development as unimportant, consider these words from Robert Bryan Barnes of Rogers Townsend & Thomas: 

"Successful business development is the most important distinguishing factor in your career.  Nearly every lawyer with a license can turn out adequate work."

Black Pearl: For guidance in selecting a legal marketing consultant, start with my article entitled How To Choose A Legal Marketing Consultant.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

Yes, professional help. And it’s not what you think. Having reached the halfway mark for 2010, look back and see what changes you’ve made, what actions you’ve taken and where it’s gotten you. Satisfied? I’m guessing many of you are not. As I always say... you can’t be everything to everyone. Sometimes you have to call in an expert. For our purposes it could mean a friend with a talent for rainmaking, a famed author or blogger, or a specialized consultant. It can even mean something as simple as following a blog (hello!) or picking up a book on marketing. Now is the time to look around and ask for help. You didn’t just become a lawyer—you learned the basics before you went out to practice. It’s the same with business development. Some people are born rainmakers...some have to learn.

Question of the week: Are you seeking out expert business development guidance?  

• Email This
• Print
• Comments
• Trackbacks
• Share Link

*Special Friday Post

I subscribe to many thought leader blogs (as I hope all of you are doing). Everyday I scan them... sort, take notes and file... and some days I am stopped in my tracks! I have to admit that it is often Seth Godin who does that to me. This week he hit me up side the head!

He talks about "the wrapper" that your content comes in... for years I have talked about presentation, presentation, presentation... but not like this! Seth points out how impactful we can be if we look at our content from many vantage points. Here's some food for thought...

The wrapper matters

 When you have a big idea, the question is, how to spread it?

You can go through a traditional publisher and have it printed in the tried and true way, like Clay Shirky. I had a chance to read Clay's new book a few months ago. No surprise: it's pure gold, unalloyed insight about the state of media and the world.

If you're looking for big ideas and are prepared to lose a little sleep, there's no better book to buy right now.

You can have someone take a short speech based on your book and have them turn it into a animated video. Dan Pink's video has been seen about 20 times as often as his book has been purchased. Video spreads.

You can turn your idea (like a focus on entrepreneurs) into cool trading cards, like Evan did.

You can skip the printing altogether and start your own video university, like Khan Academy.

Don't forget podcasts or mp3s, which can be very funny or motivational.

Intriguing isn't it? Sure we think of taking our book content into speeches...speeches into blog posts...blog posts into articles... but trading cards? That makes me smile... now I'm thinking about a whole line of products. What could your content become? This summer let's all think beyond the obvious! Thank you Seth Godin.

• Email This
• Print
• Comments
• Trackbacks
• Share Link

If you are like me, you make New Year's Resolutions every year. RESULTS? Some years are better than others. It is about CHANGE. Not every year requires giant steps; some years can be about small steps. The key is progress.

What will you declare as your Resolutions?

How about creating a legal marketing habit in 2010? Do something every single day... if you do that, I guarantee that the results you achieve over the year will astound you. When I reflect on my results for 2009, I have a sense of satisfaction. Some of the things I could not have imagined, simply unfolded as the consequence of staying focused, being open to possibility and doing something every single day.

So my friend...

I WISH YOU A VERY PROSPEROUS NEW YEAR FILLED WITH UNIMAGINABLE POSSIBILITIES!