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Client Development
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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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Some Thoughts on Differentiation When I was a practice group leader with Jenkens & Gilchrist, I frequently read books and professional journals on marketing and other issues that affected my construction and government contract law practice group and my firm generally. A few years ago, I read several articles on marketing professional services by differentiation that caused me to wonder if my practice group and firm were conducting their marketing efforts consistent with the suggestions and if we not, should we consider the suggestions. |
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Law Firm Attorney Development Program In the book Aligning the Stars, the authors, Jay W. Lorsch and Thomas J. Tierney point out that: "Starmaking" is more important to a firm's long-term success than "rainmaking." Talent is the only source of a firm's competitive advantage. |
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Client Development Coaching for Young Partners Most lawyers my age never had coaching on client development when they were young partners. So, naturally many ask why it is important for young partners now. There are several reasons. First, developing business now is way more challenging than it was 25 years ago. The competition is greater, client expectations have increased and the time available for business development has decreased. |
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Building client relationships I have frequently wondered why Super Bowl winners struggle the next year. In 2002, the Tampa Bay Buccaneers had a spectacular season, culminating in a 48-21 rout of the Oakland Raiders. In 2003, they did not even make the playoffs. In fact, the Bucs ended the season with a losing record. They were the second straight Super Bowl winner - 11th overall - to fail to make the playoffs the following season and the sixth that followed a Super Bowl victory with a losing record. So, what accounts for this phenomenon? |
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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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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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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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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. |
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Marketing Differentiation On their web pages, in their brochures and, most critically, in the eyes of potential clients, most law firms look alike. To successfully distinguish themselves from their competitors, law firms should heed the dictates of legal marketing experts. |
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Avoid Bush League Mistakes When I was playing baseball we used to refer to those who were not at the top of their game as "bush leaguers." Here are some bush league mistakes lawyers make in client development. 1. They lack integrity and credibility... |
