Wow, this year is passing by quickly. We reach the mid-point this week. How have you done so far? Have you created a plan, set goals, worked on actions to achieve the goals?
I practiced law and learned about client development from the seat of my pants at the beginning of my career. I probably learned more from my mistakes than I ever learned from my successes.
Over the last several years I have worked with young associates, junior partners and senior partners, many of whom are just like you. Based on my own client development efforts and the work I have done with lawyers, I have a good idea what you need to learn to be successful. Here is my list:
- Planning and Motivation
- Attributes of successful lawyers/people (I did a guest post on this subject on Friday titled: Ask Friday! Superstars Edition by Cordell Parvin)
- What you want to achieve
- How to set goals
- How to prepare a plan to achieve goals
- What kind of client development will best work for you
- Making time and time management
- Getting organized for a more productive day
- The importance of getting outside your comfort zone
- How to stay motivated and accountable
- Patience and Persistence
- Visibility and Credibility-Building Profile
- Identifying best approach for you
- What organizations will be best for you
- How to write an article: picking the topic, how long, title, opening, closing
- How to give a presentation: picking the topic, getting the opportunity, homework before the presentation, PowerPoint, opening, format, speaking skills, handout
- Social Media: blogging for business, LinkedIn, Facebook, Twitter, other
- Building relationships and Getting Hired
- Networking
- Sources of business
- How to focus on contacts (client relationship management)
- How selling legal services is different
- First impressions
- How clients select: importance of website bio, relationships, recommendations, strength of weak ties, building trust and rapport, developing questions, listening skills and how to ask for business
- Client Service and Cross-Selling: what clients want, how to deliver it, ways to add value, cross-selling planning
- Developing the team: leadership, team building, motivating younger lawyers, supervision and feedback
If at least 20 of you are sincerely interested, over the second half of this year I will post 5-10 minute podcasts each week on the subjects listed above. Please let me know you are interested by posting a comment here or on my Facebook coaching page. If we go forward I will invite your specific questions for me to answer in the podcast each week.