Developing the Next Generation of Rainmakers
A young associate asked:
Which extracurricular / community activities would be the most beneficial in my overall client development and how such activities can lead to client development (specific examples and/or stories would be great?
Do something that you are passionate about so that you are motivated to participate and stick with it long enough…
Want to take a couple of classes that will help you get better at client development? Suppose I told you that the two I would take would be Creative Writing and Drawing. What would your reaction be?
My guess is that you would wonder what in the world either of those courses has to do…
This could be the shortest blog I have posted in the last 15 years. Here are three ideas I shared with lawyers I coached. Try these for 2020 and let me know if you see more successful client development in 2020.
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It’s hard for me to process that tomorrow we start a new decade. I look back and 50 years ago, I would finish my first semester of law school and surprise myself with the high grades I earned. On New Years Eve 20 years ago, I was on top of the Magnolia Hotel in Dallas…
I originally posted this in 2012, and I thought as we approach the end of the year it would be worth updating and posting again.
Suppose your firm doesn’t want to pay an outsider like me to come work with your lawyers. How could you set up your own firm coaching program?
I wrote an…
In 2019:
Its not what you know, it’s not who you know. It’s who knows what you know.
I didn’t come up with that idea, but I have used the thought for many years. The idea is to increase the number of people who know what you know and find a way to stay in…
I was once asked to speak to newly promoted partners in an entrepreneurial law firm. Those new partners were expected to generate their own business over time.
I started by sharing with the group where to start. In their handout, I included this list:
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Law firms that create a “buzz” about client development find their lawyers are energized to attract, retain and expand relationships with clients. I know because I have witnessed it in my old firm and in several firms where I have coached.
How can you create the “buzz?” Have you ever put together a panel of…
I have coached 100s lawyers from the US and Canada and I mentored many lawyers when I practiced law. Many of the lawyers I coached and mentored have become top rainmakers and leaders in their law firms.
I hope many of those top rainmakers and leaders will read this and pass it on to younger…
Over the years I have come up with a strong opinion. It is
Client Development is not rocket science.
If I am right, why are lawyers not just doing it? Maybe I can explain and convince you.
What is the Power of “Not Yet?” If you are a senior lawyer mentoring younger lawyers, a junior…