If I have learned one thing in my recent recruiting career, or better said, if I have been reminded of one thing in my recent recruiting career, it is this:
Law firms are looking for lawyers with clients they can bring and a book of business
For some firms, the cutoff is $1 Million annual fees. For other firms, it’s even more. So it’s natural for lawyers and law firms to focus on revenue. But, as Seth Godin recently wrote, that may not be the best place to focus.
In his blog, Godin writes:
Bragging about how much money you’ve raised or what your valuation is a form of job thinking.
When I practiced law, some lawyers bragged about the size of their book of business. I understand. As I wrote above, it is how we get measured in the marketplace. But, it is, as Godin writes, a form of job thinking.
He then writes:
Entrepreneurship is a chance to trade a solution to someone who has a problem that needs solving.
Solve more problems, solve bigger problems, solve problems more widely and you’re an entrepreneur.
If you are a long time reader, you know this is how I think. I’ve written many times about identifying your clients’ problems, opportunities, and changes and then providing a solution.
Seven years ago I gave some advice on how to do it. How You Can Find Client Problems, Opportunities and Changes.