Let’s face it: 2020 hasn’t been the year we dreamed and talked about when 2019 came to an end. All that has happened to us in the last few months means July 4th 2020 will be different in so many ways than any July 4th in my lifetime. Even in February, who could have predicted what we would be experiencing this July 4th? It won’t be the same this year. For example. Addison, Texas known…

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 prepared and prepared. I wrote and my secretary typed each word I planned to say. I had it memorized…

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 on the Business of Law.  In that piece I saw: May 15 — Layoffs are top of mind for many…

I recently watched all ten episodes of The Last Dance  on ESPN. While watching I wondered if the Chicago Bulls won all those championships because they were a great team or because the individual players, especially Michael Jordan, were great. I don’t know. What do you think? Can you answer the same question about your law firm? A young partner seeking to change law firms came to me. He said he hated being in…

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 or Less by Nicholas Boothman. It has many great ideas for lawyers and I recommend each of you read it.…

I loved coaching senior associates. Why? Most of the associates I coached were eager to learn and open to coaching. Most of them are now rainmakers or firm leaders. Some of you reading this today are among the most successful associates I coached. You stood out from the crowd and I could tell you were destined for success the first time we met. I was recently asked what attributes the most successful associates I coached possessed.…