In Black & White

Common Sense Strategies for Growing Your Legal Practice

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Find a niche… easier said than done, right? Usually when I mention finding a niche, most lawyers’ push back. They generally explain how they don’t want to miss this kind of case or that kind of case. Their practice areas list looks like that of a firm of 10 lawyers. How can you possibly market such a list? How can potential clients and referring attorneys remember what you do? Will they think of you when…
The possibility of optimism, Seth Godin explains… Is the glass half full or half empty? The pessimist sees what’s present today and can only imagine eventual decline. The glass is already half empty and its only going to get worse. The optimist understands that there’s a difference between today and tomorrow. The glass is half full, with room for more. The vision is based on possibility, the future tense, not the present one. Pessimists have…
Are you pre-programed with what you SHOULD do? With no room for what you WANT to do? Has complacency set in and you’re just going through the motions? Is complacency sucking the oxygen out of your dreams, your courage and your passion? I have the great privilege of working with lawyers. And I know too well, the answer to those questions isn’t good. It doesn’t have to be that way. The legal profession is a traditional…
What do you want? Yes, that’s a pretty big question for lawyers since most would start by explaining… “That depends…” I think Forbes contributorBruce Kasanoff who ghostwrites articles for entrepreneurs, and speaks about bringing out talent in others has a great bit of advice. Kasanoff explains… “To paraphrase a bit, a professional recently wrote me to say that he was capable of being a VP, but that he was happy in his job,…
When it comes to business development, the legal profession isn’t known for teamwork. It could be described more as track and field, rather than football. Each lawyer in the firm does what he or she does and at the end of the year they add up the score. Seldom is there strategy to leverage the skills of all the players. BUT… when there is, it’s a beautiful thing! The velocity of success is remarkable. How…
I worked with a new client today and we embarked on a journey to figure out what she needs to do to leave her job and start her own firm. We created a roadmap. We started by exploring her personal brand… what’s her unique position in the practice of law and what personally sets her apart from the rest. It’s a very vulnerable place to poke around; it’s not for the faint of heart. In my…
Most lawyers I know jam their calendars each day with more than two people could accomplish in a week. Is this you? It’s a vicious cycle because we feel terrible not being able to accomplish what’s on the list… instead of feeling great about what was accomplished. We literally sabotage our success and the feeling of accomplishment! Now, how ridiculous is that! Maybe it’s time to start looking at things differently. I read a blog…
Is your body trying to tell you something? Maybe we should stop and listen! If you are like me and like most over-achievers, you don’t sleep much. You push yourself to finish the brief, to write the article or to read the report… not to mention the hundreds of things around the house and for the family. I’m tired just thinking about it! I’m one of those people that thought that I didn’t need 8 hours…
How many times have you heard…“Don’t get too excited… You don’t want to be disappointed.” I bet, a lot! When is it time to get excited about a new case or new project? When the client says they’re moving forward or when they sign the engagement letter or when you receive the check? In my book… all of the above! The other day I was coaching a client and he shared with me that his…
Let’s be honest most lawyers want the business development process to be more like a sprint to the winners circle. But the reality is that the winners circle is reserved for the slow and steady. THAT is not what you wanted to hear I’m sure! The fact of the matter is that CONSISTENCY is a silver bullet. Yes, a slow silver bullet! You see, many are looking for the right tool… SEO, Google Ads, social…