How do I ask for the business and close the sale?
That is among the questions I am most frequently asked. The lawyers I coached frequently added that they had built their profile and relationships, but they simply had not found a way to convert it to business.
Do you have the same question?
I
I was recently asked:
Cordell, why are you giving 12 monthly presentations on rainmaking for free?
Great question: My simple answer is I want to help young lawyers achieve the success and career fulfillment they are seeking in a law firm.
Years ago when I was responsible for attorney development in my firm, I gave
Practicing law has changed dramatically since I started now long ago. We made far less money, ($12,000 when I started), but we never worried about making partner and the law firms demanded less of us. If we worked hard, it was more a choice we made not a demand from our law firm.
Years ago
Why are you afraid of attempting to attract new clients?
If you are like me, it is because of the pain you feel when you don’t win the client. Sometimes it is just easier to not try rather than to try and lose.
Seth Godin talks about the “Lizard Brain” (Click for a blog)in his
In 2012, I posted a blog You are Never Too Young, Too Inexperienced, Too... I argued that 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.
Because many senior lawyers are not creating
Were you born with It? If not, can you develop It?
A 60 something year old managing partner at a law firm once told me:
Rainmaking, you either have It, or you don’t
I have coached hundreds of lawyers that managing partner would have said didn’t have It. I am sure he is not
I coached a lawyer recently who is doing well. I asked what challenges he was facing. His response was:
I feel too content.
I have seen many content lawyers over my career, but rarely are they willing to admit it. When they are not moving forward, they are being caught from behind by those who