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The Practical Lawyer, April 2007: Building The Next Generation Of Rainmakers Recently I was asked to give a presentation at the ABA Annual Meeting on building the next generation of rainmakers. As I thought about what I would tell the audience, it occurred to me that most of the rainmakers in law firms are or will be at retirement age within the next 10 years. That may be fine if a firm has institutional clients, but most firms I know are more entrepreneurial. As a result, building the next generation of rainmakers is critical. |
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Strategy for Career and Life Oct. 9, 1978, was the coldest October 9th in recorded history in Roanoke, Va. I had been married for eight years and had practiced law for seven years. Although I had a good life and career, the events of that day brought me to a crossroads that motivated me to map out my future success and a plan for how to achieve it. |
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Building the Next Generation of Rainmakers Recently I was asked to give a presentation on building the next generation of rainmakers. As I thought about what I would tell the audience, it occurred to me that most of the rainmakers in law firms are or will be at retirement age within the next 10 years. That may be fine if a firm has institutional clients, but if the firm is more entrepreneurial, then building the next generation of rainmakers is especially important. |
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Foundation - A Personal Practice Marketing Philosophy Marketing is about connecting. It isn't about activity, or brochures, or ads, or even visibility. All those can play a role; but marketing is about making contact with those who will take your practice where you want to take it. |
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Important Points on Client Development It takes a lot more than being the best lawyer in town to become a rainmaker. Client development demands focusing on your client's needs instead of your own and branding yourself as a lawyer who is distinguished from - not merely better than - the competition. |
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Personal Performance and Development Plans Recently I was asked why lawyers should prepare Personal Performance and Development Plans. I was surprised by the question, in part because I have prepared such plans from my first year as a lawyer. When I clearly understand my purpose, I am energized, committed and disciplined about my career -- I know where I want to go and have a plan to get there. To not plan is to risk getting lost. As Yogi Berra once said: "If you don't know where you are going, you are likely to end up somewhere else. " |
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Energizing Associates for Improved Client Service As I travel around the country I find fewer instances where young lawyers are excited about their firm, the work they are doing and their future. Law firms need to address this issue because it will ultimately impact client service. |
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Law Firm Leadership Did you ever dream of being the best at something or playing for the best team? I always have. As a result, I have always wanted to learn what separates the best from those who are really good. |
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Some Thoughts on Work-Life Balance and Client Development Recently I had the opportunity to speak to the women lawyers in a medium sized firm. Prior to speaking to them, I asked them to give me 1-3 questions I could help answer for them. Many of the questions I received focused on work-life balance. Many others focused on how to develop clients. I thought it might be helpful to others if I shared my thoughts on these two important topics. |
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TOP 20 IDEAS TO IMPROVE CLIENT SERVICE 1. Learn about the client's company, business and industry at your expense. |
