A young lawyer once asked me to share what I thought was the most important client development skill I learned during my legal career. I quickly answered:
Public Speaking
I have written about the first time I gave a presentation to a group of potential clients. I owe my career success to that one opportunity.
I recently scanned: Pay Cuts, Layoffs, and More: How Law Firms Are Managing the Pandemic I confess I did not study what each firm mentioned had done, but of the firms I did review, none of them had been adding lawyers to its payroll since the pandemic.
I also reviewed: Law Firm Updates: COVID-19’s Impact
Have you ever ended a letter with:
If I can help further, please do not hesitate to call me.
I would be surprised if you get a call.
How many times have you replied this way when someone thanks you?
No problem
Several years ago I read: How to Connect in Business in 90 Seconds
It’s no secret that COVID-19 has changed our lives and our profession. Take a look at How Coronavirus and a Bear Market Could Upend Law Firm Hiring, and The Impact Of COVID-19 On Law Firm Practices. Both articles were posted in March.
I hope things are improving now, but now more than ever you must
I’m not sure client development will ever be the same after what we’ve been through the last two months and how it has impacted how we work and interact. That said, I decided to post something of a back to basics to refresh readers memories on how to attract business.
I plan to take more
I confess: I find it difficult to write and post anything that is relevant while young lawyers are likely working from home while looking after their kids who are not in school. I sense that the Coronavirus will change client development forever, or at least for the rest of this year.
I generally write these
When I am asked what I most enjoyed about coaching, I always respond that I most enjoyed seeing younger lawyers succeed, and knowing I had some small role in their success. I hope I inspired them. I know they inspired me.
Are you inspiring your next generation of lawyers? Here are some suggestions.
Suppose for the moment you are a a breakfast, lunch a ball game or an event and you meet a potential client or referral source. What is your goal?
Next time you have this kind of meeting opportunity set some goals for the meeting. I know many lawyers whose goal is to get business
Consider this dichotomy: On the one hand, according to a January, 2020 Gallup Poll, lawyers are ranked 14th on honesty and ethical standards. (Nurses are most trusted for the 18th year in a row).
That’s not so bad. Congressmen were ranked 21st, only beating out car salesmen.
On the other hand the American Film
Have you ever heard of Gary Vaynerchuck (Gary Vee)? My bet is most of you have never heard of him. You can learn more about him on his website here.
You can learn a great deal about wine from Gary Vee. Check out his Monthly Wine Club.
More importantly, you will learn how to