On Saturday, I had JOMO, FOMO, YOLO, and then finally decided to go solo. A note of explanation. Lately, I’ve been trying to do a better job of following my own advice. I tell my own clients to make time for things that matter to them (i.e. besides work). Part of that is making time for self-care. But another part is making time to do the things that are important to you (e.g. like spending time with friends and family, taking real vacations, pursuing hobbies and other interests, etc.) In that vein, for a couple of weeks now, I’ve had been thinking it would be nice to go to Vermont to see the ..read more

One of the occupational hazards of being a professional is that people are paying us for our knowledge and wisdom. This is particularly true in the practice of law where the ability to argue or state a position is often seen as the hallmark of good lawyering. Many of us like to talk. In truth, there are times when we miss the mark by opening our mouths. If we want to be effective in representing our clients, we need to be active listeners first. Our eagerness to demonstrate our intelligence and legal acumen can interfere with our ability to truly understand the underlying issue or problem ..read more

Marketing as a lawyer doesn’t mean you have to follow a prescribed set of activities that everyone else is doing. In fact, engaging in activities that you genuinely enjoy and feel passionate about can be significantly more effective than forcing yourself to participate in ones you feel you “should” do. I hear clients tell me all the time that they should [fill in the blank]. While “shoulds” are certainly a part of being a grown up, when it comes to marketing, you are better off finding activities that you like (as long as these activities align with your objectives for building your reputation ..read more

On this President’s Day , I wanted to share some thoughts on leadership. We can learn a lot from Abraham Lincoln’s leadership style  which was characterized by his empathy, humility, and ability to listen to differing opinions. It allowed him to navigate the country through its most perilous period. Rather than sidelining those who contested his views or opposed him politically, Lincoln included them in his cabinet, creating a powerful “team of rivals.”  By bringing these men into his administration, Lincoln ensured a wide range of perspectives in the decision-making process, fo ..read more

While success ? doesn’t require authenticity, it sure helps. If you are fortunate enough to do what you love (something that reflects the authentic you), you will greatly increase your prospect for achieving your career goals ?. If you are a litigator who doesn’t enjoy a good fight or a corporate lawyer who has no interest in business, perhaps you are not in the right role. If you hate the billable hour, maybe private practice isn’t the best choice. In thinking about the best way to market your services, if you don’t like golf ??‍♂️, don’t play golf. I spent over two decades as a legal recruit ..read more

Networking is an essential tool for growing your law practice. But for many lawyers, networking is right up there with getting root canal or spending time in a Porta Potty. Attending networking functions can feel uncomfortable. What if you don’t know anyone? What should you talk about? How do you find business leads or job opportunities in a large crowd? And which events should you attend? At the same time, networking can help you increase your circle of business contacts. And the relationships you build today will become the referral sources (or clients) of tomorrow. Those relationships ..read more

A few months ago, I was doing a workshop on business development for a client. One of the participants was the managing partner who asked me: “What is the most common issue you work on with your clients?” I thought briefly about the question and then I realized that there is an obvious answer: follow-up. In fact the issue of follow-up is relevant in all of my coaching work, not just the coaching I do on business development. In marketing, staying top of mind over time is crucial. Follow-up ensures that potential clients and referral sources will think of you when an opportunity presents itself ..read more

What information should you be collecting about clients, referral sources, and people you meet through networking and why? I put that question to ChatGPT . Here are the impressive results: ?Professional Background and Current Role: Understand their career path and current responsibilities. ?Educational Background: Insight into their academic training and interests. ?Personal Interests and Hobbies: Helps in connecting on a personal level and finding common ground. ?Work Challenges and Needs: Knowledge of their professional challenges to offer support or solutions. ?Cultural Background: Apprecia ..read more

Thinking like a lawyer is good for your clients. They are paying you to be skeptical and not take at face value what opposing counsel or the lawyer on the other side of a deal is saying. Being pessimistic and analytical helps your clients avoid unnecessary legal risk. But outside of work, we need to wear a different hat.  Thinking and acting like a lawyer can have an adverse affect on our psyches.  Knowing when to turn off your lawyer brain can be good for your mental health. Click here to read my article in the ABA publication GPSolo eReport. The post For the Sake of Your Mental Hea ..read more

Giving referrals is one of the best ways to get referrals. It is human nature to want to reciprocate. If you send business to one of your referral sources, you increase the chances that they will send work back to you. Of course it is important to choose your referral sources strategically (see “Want to Generate More Referrals? Connect with C.H.I.L.L. Referral Partners!” https://lnkd.in/eBfdENmv) Giving referrals is also a great way to build your relationships with your clients and with other people in your network. It shows that you are a resourceful person who can be helpful in many ways bey ..read more