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Category Archives: Coaching for lawyers

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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

Build client value

Posted in Business Development, Coaching for lawyers

When you recognize a problem that a client is facing and you offer help, you create real value for your client. I’ve written previously about how an offhand conversation with my contractor Oldrich resulted in my purchasing property in Wyoming with his help. Making that purchase realized a long-term dream for me, and it created… Continue Reading

The Romance (or Not) of Practicing Law and Getting Business

Posted in Business Development, Coaching for lawyers

Nearly 10 years ago now, David Maister (a now-retired advisor to professional services firms) wrote a brilliant article distinguishing the relational and transactional views of client relations.  Here’s the crux of Maister’s argument: In The Trusted Advisor (Free Press, 2000), my coauthors and I pointed out that building trusting relationships with clients leads to many benefits: less fee resistance,… Continue Reading

Legal Business Development: How do I choose the right differentiators?

Posted in Business Development, Coaching for lawyers

A reader recently sent in a question following this article about finding ways to stand out from other practitioners in your field. After outlining several potential points of differentiation, this general litigator asked, “I just can’t figure out how to make myself stand out in a town with thousands of attorneys.  I write, I speak,… Continue Reading

Legal Business Development: Will Your Clients and Contacts Think Of You First When They Need Help?

Posted in Coaching for lawyers

Jon, a midcareer lawyer working in a boutique law firm, handles white-collar criminal defense matters.  Most of his clients come through referrals from other lawyers.  Far too often, those lawyers fail to appreciate that they need someone who practices in the area every day.  Instead, they try to handle a matter themselves.  After doing the… Continue Reading

Legal Business Development Infographics

Posted in Coaching for lawyers

As you’re no doubt aware, infographics are hot.  In my view, that’s because infographics are easily consumable written “edu-tainment”.  Although they’re especially valuable for the business-to-consumer market, they can be useful to convey information to anyone.  Check, for example, this Pinterest board of law infographics collected by Gyi Tsakalakis. I’ve been collecting infographics that concern… Continue Reading

Legal Business Development: Evaluate the Cost/Benefit Ratio Before Agreeing to Write or Speak

Posted in Coaching for lawyers

Before you decide to speak or to write an article concerning your area of practice, you must ensure that your time will be well invested.  Ask yourself the following questions: Will this reach the right audience?  Writing for or speaking to the wrong audience (meaning, an audience composed of people whom you do not serve)… Continue Reading

Legal Business Development: How to Determine Whether a Rainmaking Expense is a Cost or An Investment (And Why It Matters)

Posted in Coaching for lawyers

I once talked with a client who was upset at the prospect of paying nearly $1,000 for equipment required for making a presentation to a group of her ideal clients.  She confirmed my expectations that she’d be able to use the equipment again for similar presentations, and I suggested that she view the financial outlay… Continue Reading

Got Purpose? (If you want a successful and satisfying legal practice, your answer had better be yes!)

Posted in Coaching for lawyers

I recently started listening to podcasts again after getting out of the habit for some reason.  (Isn’t it interesting how even successful and enjoyable habits can erode if we don’t stay on top of them?)  My new favorite podcast that’s also available via video:  Good Life Project™, by Jonathan Fields.  The Good Life Project™ presents… Continue Reading

Legal Business Development: Client service lessons from a hospital stay

Posted in Coaching for lawyers

Client service is one of the foundations of business development.  Why?  First, client service is the heart of your practice and should be well-executed for that reason alone.  And second, excellent client service makes it more likely that you’ll get repeated and expanded client engagements as well as referrals from happy clients. As lawyers, though,… Continue Reading

Beat Overwhelm Now!

Posted in Coaching for lawyers

When I’m working with an individual client, I always listen carefully for signs of overwhelm.  Whether overwhelm comes from business development activity or (more commonly) from the press of billable work, the result is catastrophic for business development success. Business development aside, overwhelm can tank a day faster than just about anything else.  On days… Continue Reading