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Category Archives: Coaching for lawyers

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Nine Ways You’re Losing Business (part 6)

Posted in Business Development, Coaching for lawyers, Nine Reasons You're Losing Business

Welcome to part 6 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. To view the previous posts in this series, click on the category above titled Nine Reasons You’re Losing Business. Reason No. 5 You’re Losing Business: You don’t know how to say no. If you don’t have firm guidelines that… Continue Reading

Nine Ways You’re Losing Business (part 5)

Posted in Business Development, Coaching for lawyers, Nine Reasons You're Losing Business

Welcome to part 5 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. To view the previous posts in this series, click on the category above titled Nine Reasons You’re Losing Business. Reason No. 4 You’re Losing Business: You don’t invest in your practice. When I was growing up, I… Continue Reading

Nine Ways You’re Losing Business (part 4)

Posted in Business Development, Coaching for lawyers, Nine Reasons You're Losing Business

Welcome to part 4 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. To view the previous posts in this series, click on the category above titled “Nine Reasons You’re Losing Business“. Reason No. 3 You’re Losing Business: You’re indistinguishable from other lawyers.  Very often, clients view one lawyer as… Continue Reading

You’re losing business, and here’s why

Posted in Business Development, Coaching for lawyers, Nine Reasons You're Losing Business

Last week I introduced a 10-part article that I’ll serialize in this newsletter. If you missed that introduction, click on the category above titled “Nine Reasons You’re Losing Business“.. Here’s why you’re losing business… 1.     You aren’t creating value for your clients. Let’s assume that you do good work from a substantive perspective and that… Continue Reading

Nine Ways You’re Losing Business—and What to Do About It

Posted in Business Development, Coaching for lawyers, Nine Reasons You're Losing Business

A longer newsletter than usual this week, with three important sections. 1. A must-read article for those of you working in large firms: Pay Gap Increases Between Equity and Non-Equity Partners. Two brief excerpts will show you why you can’t miss this: “Equity partners averaged $971,000 in annual compensation, versus $338,000 for nonequity partners, according… Continue Reading

Consistency Makes it Simple

Posted in Business Development, Coaching for lawyers

I often enjoy the EarlyToRise.com  newsletter, which recently included an excerpt from Sharon LaBelle’s book The Art of Living, which distilled Epictetus’s The Virtuous Are Consistent as follows: “To live a life of virtue, you have to become consistent, even when it isn’t convenient, comfortable, or easy. It is incumbent that your thoughts, words, and deeds… Continue Reading

Should you (could you) join a board

Posted in Business Development, Coaching for lawyers

Clients often ask me about the business development value of joining a nonprofit’s Board of Directors, and (as with most activities) the value varies depending upon your objectives and the board you might join. In general, board membership can be an excellent way to meet other professionals who may be relevant to your practice and to gain an extra perk for… Continue Reading

Why you MUST act

Posted in Business Development, Coaching for lawyers

Overthinking can ruin your plans. One of the biggest mistakes I see lawyers make is coming up with a good, solid plan and then discarding it before ever giving it a shot. Overthinking takes the oomph out of a strategy, and there’s no better way to short-circuit than to let fear take over and reverse a decision.   … Continue Reading

Under pressure?

Posted in Business Development, Coaching for lawyers

“Pressure is what you feel when you don’t know what you are doing.” – Peyton Manning This quote stopped me in my tracks. My first inclination was to disagree, because I sometimes feel pressure because of a deadline or because of the importance of some activity, even though I know what I’m doing.  Digging a… Continue Reading

How to Make the Most of Your LinkedIn Profile

Posted in Business Development, Coaching for lawyers

LinkedIn is, de facto, the preeminent social media platform for professional purposes. As of May 2014, LinkedIn featured over 300 million mostly professional users, growing by two new members per second. (Read this article for 100 staggering statistics about LinkedIn.) How can you construct a profile that stands out? I happened across a really nice… Continue Reading

9 ways to fail in sales

Posted in Business Development, Coaching for lawyers

I read a terrifically useful article this week titled How You Fail in Sales.  Before you discard its relevance because of the word sales, remember that sales is partly persuasion (of any kind—see Daniel Pink’s To Sell Is Human for more on this) and partly conversation designed to discover a match between a potential client’s… Continue Reading

Is client loyalty dead?

Posted in Business Development, Coaching for lawyers

This week, I’ve been reading Simon Sinek’s fantastic book Start with Why. (I mentioned him a few months ago in connection with Good Life Project podcast about purpose. This quote jumped out at me: There is a big difference between repeat business and loyalty. Repeat business is when people do business with you multiple times…. Continue Reading

Reluctant Rainmakers’ Five Steps to a Profitable Practice

Posted in Business Development, Coaching for lawyers

Most of us didn’t have any law school training about business development.  (Fortunately for today’s students, that’s starting to change.) Law school classes tended to assume that the clients would just be there and that being a good lawyer is all that’s necessary to build a book of business. I’m not convinced that was ever… Continue Reading