Do you ever wonder how a rainmaker gets to be a rainmaker? I do because I coach business development marketing. One thing I know is that time is increasingly scarce as a lawyer earns more clients. A successful rainmaker has more clients to satisfy and usually, if they’re a partner, more mouths to feed, that is, more associates to keep busy.
At age 38 many professionals, like lawyers and accountants in private practice, have to make a decision about whether to strive for a high income career based on their own client relationships or to solidify their job prospects dependent on relationships with employers who pay them a salary in return for their work.
Last week I had breakfast with a friend who is looking for a new job. He had received an offer which he thought was a low opening bid to which he countered with a more generous deal and a detailed rationale. Based on our combined experience on both sides of job offers we thought he […]
It’s my life mission to help lawyers make more money or at least to have more satisfaction in their work. My number one idea is to cultivate existing relationships. The wins could be fee based work, referrals to prospects, introductions to new contacts, better relationships up, down and sideways at the office, maybe even more […]
Partners and GCs are not only lawyers. They also coach in many situations. There are partners growing associates, GCs nurturing staff lawyers, lawyers as managers coaching assistants, lawyers as parents helping their children survive and thrive. Coaching can be easy or hard depending on how much rapport you have with your coachee. But when it […]
Mobility has become the norm in the legal sector. Whether it is a law firm expanding its offices globally, or a lawyer practising in different countries, making moves in one way or another is important to long-term success. Moving from In-House to private practice is no exception. A number of in-house counsel have indeed returned […]
Many lawyers have told me about the difficulties they have managing their time given all of their competing priorities. Recently a partner related the difficulties of doing it all; practice, billing, managing, teaching and balancing their lives. The general problem applies to any executive who is busy whether they control their schedule or someone else, […]
I am often asked what the appropriate protocols are after you’ve interviewed for a new position. While my career focuses on the lawyer market, one would be hard-pressed to argue that these tips don’t apply across the board. Believe it or not, the post interview begins around minute five of the first interview. Why? Judgments […]