Cordell Parvin Blog

Developing the Next Generation of Rainmakers

Client Development: Practice, Practice, Practice

Posted in Client Development, Client Development Coaching

How to do get to Carnegie Hall? That was a question asked in a recent New York Times article: How Do You Get to Carnegie Hall? TalentIt focuses on a recent study.

I still believe deliberate practice is a key for lawyers. Last year I read: What Mozart and Kobe Bryant Can Teach Us About Deliberate Practice. Then, I posted a blog: Career Success: What learning is most important?

Great athletes and musicians practice. Soldiers and sailors in our military practice. Most lawyers I know don’t. I always practiced, especially when I was not getting real life billable work experiences.

If you want to become a great trial lawyer and you are not trying cases, you actually have to find ways to practice opening statements, or cross examination, or final arguments. Obviously there is NITA training, but I recommend doing more than that on your own. When I was a young lawyer I read as many actual cross-examinations as I could get my hands on. Then, I would create a scene and outline how I would cross exam the witness.

At my old firm, I asked one of our most senior and respected transactional lawyers to create a NITA type course for transactional lawyers. He created scenarios which included, tax, real estate and M&A issues.

If you want to become a better negotiator, get a group together and create a mock negotiation. There are books and articles with negotiation exercises. I did a Google search and found Negotiation Exercises. The Harvard Program on Negotiation has over 200 roleplaying exercises.

Client development skills can be learned the same way.

If you want to learn how to network, go to events where you can practice. In fact, go to a networking event and approach strangers and introduce yourself. I coached a group of associates at one firm and we created a mock networking event with partners in the firm and their spouses playing the roles of potential clients. It was both great fun and a great learning experience.

If you want to become a better public speaker, speak in public. Consider joining a Toastmasters International club, or starting your own speaking club. Practice speaking and get feedback. Consider having someone shoot video of you speaking and watch.

If you want to become a better writer, write and have someone review it and offer a critique. There are plenty of editors and senior lawyers who are retired, who would gladly critique your writing.

If you want to practice meetings with potential clients, set up a potential matter and role-play the meeting. Again, consider having the mock client meeting taped so you can see yourself.

What can you practice now?

Recommended Reading: To Sell is Human

Posted in Client Development

I confess, I enjoy reading books written by Daniel Pink, the Yale law school graduate who never practiced law.

If you are a regular reader you know I have written about A Whole New Mind. See, for example: Are you a “good” lawyer or a “great” lawyer? And, I have written about Drive. See, for example: Motivation: Why your firm may be failing to motivate your young lawyers.

Those are both excellent and informative books and always on my recommended reading list.

More recently I read his book titled: To Sell is Human. I think you will find it valuable because many points he makes apply to how you can better attract, retain and expand relationships with clients.

For those of you who are introverted, you might find this statement from the book gratifying:

The notion that extraverts are the finest salespeople is so obvious that we’ve overlooked one teensy flaw. There’s almost no evidence that it’s actually true…

For example, two recent Harvard Business Review studies of sales professionals found that top performers are less gregarious than below-average ones and that the most sociable salespeople are often the poorest performers of all.

Daniel Pink lists three traits of successful sellers. I believe the same traits apply to successful client developers. Here they are. What do you think?

  1. Attunement. Understanding the perspective of the buyer (client.) In other words to be in tune with your clients, which explains why extroverts may not be the best at selling.
  2. Buoyancy. The combination of “a gritty spirit and a sunny outlook.”I  frequently describe this as getting through what Seth Godin calls ‘The Dip” when you are not getting great results.
  3. Clarity. The ability to identify problems or opportunities before your clients or enabling them to see something in a new way. I have shared with you that I strongly believe I owe my career to my efforts to figure these things out and then write and speak about them.

I am confident you and your colleagues will find the book valuable. If you can get one or more colleagues to read it with you, use Daniel Pink’s To Sell is Human Discussion Guide. 

Do you want to recommend a book and write a guest post about it? If so, share the book and your ideas and maybe your book recommendation will make our Friday blog posts.

First Year Lawyers: This one is for you

Posted in Law Firm Leadership

Does your law firm have first year lawyers starting next week? Do you know a first year lawyer who will start next week? If so, this one is for you and for them.

I remember how excited I was when I showed up for work my first day at my law firm. I had spent four years in the USAF and now I was starting my law practice. If my memory serves me correctly, I wore a short sleeve dress shirt with my tie and suit that day, and learned that was not appropriate attire.

Over the years, I have regularly given presentations to first year lawyers during their firm orientation. I call it Starting Right for Career Success. This fall I will be giving the presentation to University of Nebraska law students. I focus on the importance of taking responsibility for their careers, developing a plan with written goals and using time wisely.

If you are a regular reader, you know I have written my suggestions for first year lawyers. Several months ago I took two blog posts and created a Practical Lawyer Article: 40 Important Things I Wish Someone Had Told Me When I Was a First Year Lawyer. Finally, I wrote an article for the Texas Young Lawyers Association titled: Practical Tips on Client Development for Young Lawyers

First year lawyers have other questions. They rarely ask them because they are afraid the questions are stupid, or they feel they should be able to figure out the answers on their own. Here are 10 questions I have been asked by young lawyers.

Seasoned lawyers might think they are stupid, but for young lawyers ready to start their first “real job,” knowing what to do in the circumstances described may be important.

  1. What should I do if I do not understand an assignment?
  2. What should I do when I don’t know the answer?
  3. What should I do if I make a mistake and make the partner I am working for upset?
  4. What should I do if I  have too much work and another partner wants me to do an assignment for them?
  5. What should I do when I am short of work and others in my practice group are busy?
  6. What should I do if I  have a personal commitment I really need to tend to that will prevent me from timely finishing an assignment?
  7. What should I do you if I am not getting any feedback on my work?
  8. What should I do when I  go home exhausted every day from sitting in front of the computer and working all day?
  9. What should I do you if I am not getting secretarial support or help from a legal assistant because their allegiance is to a more senior attorney?
  10. What should I do if I am asked to attend an important recruiting event and I have a memo, brief or document a partner expects to receive the next morning?

Law Firm Associates: You are Never Too Young, Too Inexperienced, Too . . .

Posted in Career Development, Client Development

Are you a law firm associate? If so, do you ever feel that you may be too young, too inexperienced or too something else to be successful at client development?

I frequently hear:

  • I don’t have gray hair like he does.
  • No one my age is making the decision which law firm to hire.
  • My firm would not value the potential clients I could attract.

As the visual points out, you are never too young to dream big. Think about your youth in another way. Focus on the advantages you have being younger than the lawyers with whom you compete. Clients and potential clients consider more than just age and experience when picking a lawyer.

There are plenty of older and more experienced lawyers who may be complacent about their client development. They may be content with where they are in their career. I look at their website bios all the time and find the last time they wrote anything or gave a presentation was more than 5 years ago. Those lawyers are coasting, or at least content with where they are in their career.

If you are hungry to become more valuable to your potential clients, and if you are willing to do what older lawyers are not doing, you have a real opportunity. The name of the game is to become known by as many potential clients in your target market as possible. Frankly, the more people who know you and like you, the more likely you will get hired.

It is never too early to start building relationships. You are never too young to dream big. You are never too young, too inexperienced, too…to become visible, build relationships and begin your journey to success.

How about starting this week. What is the one thing you can do this week?

Recommended Reading: The Boys in the Boat

Posted in Law as a Business, Law Firm Leadership

On Fridays, I have been recommending books. Last Friday, I recommended Unbroken.

Today I recommend The Boys in the Boat by Daniel James Brown.  I am listening to the book currently. Once again the narrator is Edward Herrmann and he does an excellent job bringing the story to life.

My thanks to Fox Rothschild partner, Jacqueline Carolan for both recommendations.

On his website, Daniel James Brown describes the book this way:

The Boys in the Boat celebrates the 1936 U.S. men’s Olympic eight-oar rowing team—nine working class boys who stormed the rowing world, transformed the sport, and galvanized the attention of millions of Americans.

Why should you read this book?

I think you will get two important points from the book.

  1. Crew, perhaps more than any other sport requires teamwork.
  2. Those featured in the book pushed themselves to individual and collective excellence.

I found a USA Today article: Rowing teaches teamwork lessons from 10 years ago focusing on the teamwork required for Crew and how it relates to business.  I hope you will read the article. I found this quote insightful.

Leaders must understand that team building is as much exclusive as it is inclusive. In sports and business, lives aren’t on the line. But team bonds are established the same way. I hate to use the word, but high-performance teams are cults. You’re on a mission from God. That’s what appealing to the spirit is all about. Everyone wants to be a part of something bigger. That’s their greatest desire.

I found another article I recommend: Lessons in teamwork from rowing. I was inspired by these words in the article:

That excitement and physicality is undoubtedly part of any rower’s experience. But talk to them about the most important teamwork lessons they’ve taken from the sport and they will begin to speak of values: trust, dedication, selflessness, determination, honesty and commitment. In truth the list could be longer. Ultimately it is a transformational experience, not only in the sense of taking an individual’s performance to a level they may only have dreamt was possible, but also how the spirit of teamwork transcends a person’s ego.

What a great combination for lawyers in a law firm. Are your lawyers part of a transformational experience and are your lawyers taking their performance to a level they may only have dreamt was possible? Does the spirit of teamwork in your firm transcend your lawyers’ ego? Finally, do your lawyers, more than anything else, want to be part of something bigger than their individual practices?

If so, I want to practice law in your firm.

 

What Motivates You?

Posted in Client Development

 Donald Trump once said:

Money was never a big motivation for me, except as a way of keeping score. The real excitement is playing the game.

In my career, money, billable hours or client development numbers were never a real motivator for me. Nevertheless, I typically set goals for client development and billable hours because those numbers did represent a way to keep score.

The real excitement was striving to become a better lawyer and building relationships with clients. For me, there was nothing more satisfying than the appreciation of a client for going the extra mile.

What motivates you?

 

Presentations: Take Command of the Stage

Posted in Client Development

Are you giving a presentation to a business audience any time soon? If so I recommend you take command of the stage.

What does that mean? It is easier to explain in the context of a rock concert. The best example I know of was when James Brown took the stage in a concert right before the Rolling Stones.

You can read about it in this New Yorker article: The Possessed: James Brown in Eighteen Minutes. It is the story of a Teenage Awards Music International concert that took place 50 years ago. As you will see, James was not happy that the Rolling Stones were the closing act.

“Nobody follows James Brown!” he kept telling the show’s director, Steve Binder. Mick Jagger himself was hesitant. He and Keith Richards were boys from Kent with an unusual obsession with American blues. They knew what Brown could do. In Santa Monica, they watched him from the wings, just twenty feet away, and, as they did, they grew sick with anxiety.

Watch the video and you will see why the Mick Jagger and Keith Richards grew sick with anxiety. James Brown clearly took command of the stage.

Ok, other than my admiration of James Brown and my feeling that the 18 minutes he was on stage that night may have been among his best, what can you learn from his performance and how can you take command of the stage?

If you are a regular reader, you likely have read some of my presentation ideas before. Here’s how I recommend you take command of the stage.

  1. Present with high energy. (I always listened to Tina Turner just prior to going on stage.)
  2. Start and finish strong. If any part of your presentation is boring put it in the middle.
  3. Never stand behind the podium. You don’t want anything between you and your audience.
  4. Make Your Presentation Unique. If you are one of many presenters and everyone else has slides, consider giving your presentation with no slides. If their slides have lots of words, make sure yours have few or none.
  5. Practice, Practice, Practice. I feel certain James Brown rehearsed again and again. Have someone watch you practice. Have someone shoot video of you practicing. Look at your facial expressions. Look at what you are doing with your hands.

Look, I know you and I will never match James Brown, and I know that a legal presentation will never generate the audience response that a rock star receives. But, that does not give us a license to bore an audience.

Client Development: Lessons from a Great Coach and Star Athletes

Posted in Career Development, Client Development, Client Development Coaching

Are you stuck figuring out where to start your client development efforts?

If so, you are not alone. I have coached many young lawyers who are struggling with that same issue. Ok, what can we do about it?

I urge lawyers to do what star athletes do. Begin by making small improvements each and every day. Coach John Wooden made that point:

When you improve a little each day, eventually big things occur. . . . Not tomorrow, not the next day, but eventually a big gain is made. Don’t look for the big, quick improvement. Seek the small improvement one day at a time.That’s the only way it happens—and when it happens, it lasts. (Wooden,1997, p. 143)

What is the small improvement you can make next week? It might be to invite a contact to lunch. It might be to find a topic for a blog post. Do something next week no matter how small.

I have ready many articles on how star athletes train.  A 2013 New York Times blog post gives some good insights:  Training Insights From Star Athletes.

Stay Focused: I contend that in the distracting world we live in,  the best lawyers in 2014 and beyond will be those who are most focused on what they are doing.

Manage Your ‘Energy Pie:’ You are busy at work and want to spend more time at home with your kids. Your time and your energy are your two most important resources. You need a plan to use your time and energy most wisely.

Structure Your Training: Structure what you want to learn and practice on client development. Structure your client development efforts. Like the athlete mentioned in the NYT blog post, making random client development efforts is a waste.

Take Risks: The lawyers I coach who have been most successful are those who have gotten outside their comfort zone.

The Other Guy Is Hurting Too: Lawyers in other firms have the same issues and challenges you have. If they didn’t, they would have already cornered the market.

If you have time, read one more thing today. It is a short one page Forbes article titled: 10 Lessons For Entrepreneurs From Coach John Wooden.

The next time you have 30 minutes, I urge you to take each of the 10 lessons and simply write a sentence or two on how each lesson applies to your law career. If you would like, share your ideas with me.  I would enjoy posting a blog with readers ideas.

I hope to hear from you.

Recommended Reading/Listening

Posted in Book Reviews

Have you read or listened to the book Unbroken?

If you haven’t, I urge you to read or listen to it. I listened to it. Edward Herrman was an excellent narrator.

I cannot picture how I would have ever been resilient enough to endure what Louis Zamperini did. He is an inspiration for us all. He passed away at 97 this year. You can watch this CBS segment to learn more about him: Remembering the “Unbroken” spirit of Louis Zamperini.

Success: Want More? Get Comfortable Outside Your Comfort Zone

Posted in Career Development, Client Development

Success: For many lawyers, success is achieved when they become comfortable outside their comfort zone. Over time they succeed and wonder why the task was uncomfortable in the first place.

Want an example to make the point? Networking events are uncomfortable for many lawyers I coach, including one I coached seven years ago.

Apple Sulit-Peralejo is a Fox Rothschild Atlantic City Family Law lawyer I coached way back in 2007. She is vibrant and expressive and she lights up the room when she enters. Yet, when I first met Apple she was uncomfortable going to networking events and meeting new people.

During our coaching that changed. Apple shared with me what had happened. Here is what she said.

During my legal career, I have frequently attended bar functions, “marketing” or “networking” events. I went to these events because I needed to go, not because I wanted to go. Even though I attended many events, I never seemed to develop business contacts, clients or referral sources and for a long time I wondered why.

I finally figured out the problem during our coaching. Even though I attended many bar and community events, I only mingled with the handful of people that I already knew. I stayed mostly within my comfort zone. Even when I met someone new, there was only a brief introduction followed by brief interaction.

During our coaching sessions, I realized I was missing the opportunity to meet new people, develop new relationships and develop deeper relationships with new contacts. I realized that I had to work on meeting and developing relationships with people I did not know. That meant I needed get comfortable outside my comfort zone.

Working up my courage, I tried a new approach when I attended social events. Instead of looking for people I knew, I approached people I had not met before. As important, I also made a conscious effort to avoid “business talk” or have the “hello interaction”. I stayed away from “business talk” because it is much easier to have a conversation with someone and to get to know that person by finding something we had in common – - travel, children, sports, news, etc. I realized that the “hello interaction” is the easy thing to do, because all you do is say “hello,” make small talk, say “nice to meet you” and then move away.

At first, I felt awkward not being in my comfort zone, but it has gotten easier for me. More importantly, I no longer dread going to these events. I actually look forward to going because it is now enjoyable. The icing on the cake is that I am promoting my business while having fun!

I recently asked Apple if she had anything to add to what she told me years ago. She replied:

I have nothing to add,  except it seems like a lifetime ago since I was apprehensive about events.

The world’s greatest athletes, artists, musicians and others get better by practicing and focusing on developing skills. That is what Apple did and now she had honed those skills to such a degree that it seems like a lifetime ago when she was uncomfortable.

I know you can experience the same success. So, what can you work on to get better?