Coach's Corner Bar

Coach's Corner Bar Moved!

2012-02-02T19:33:00.006-05:00

Last week I relocated Coach's Corner Bar to make it part of my website, Your Benchmark Coach. I put up a new post and will keep adding more there. Please continue to visit Coach's Corner Bar in its new location!

Thank you.

Elizabeth

Refresher for Job Applicants - 3 key tips

2011-12-22T10:22:00.000-05:00

Three job search tips jumped out at me from Jay Goltz's article on tips for job applicants in yesterday's New York Times. They are critical to setting yourself apart, yet I know they are commonly overlooked by lawyers and law students seeking their first or next job. Doesn't that sound like an opportunity?

"7. Think about things you have done in school, in a previous job, in a volunteer position that speak to your commitment, your ability to solve problems, your ability to deal with difficult customer situations, your ability to get a job done. Work it into your résumé and your interview responses.

8. Ask questions, especially when interviewers ask if you have any questions. If you don’t, you look unengaged, afraid or uninterested. And make them good questions about what you’ll be doing on the job. Don’t ask how much vacation time you get. The primary goal of the questions you ask is to get the job, not to decide if you want the job. [emphasis supplied] * * *

10. Stay in touch. If you get to be a finalist for a position but don’t get it, suck it up. Don’t take it personally. The company clearly liked you, but you were edged out. It is not easy to pick between finalists, and many times it is very close. Ask if you can stay in touch. If you get an enthusiastic yes, be sure to do so. There is a good chance that the new hire won’t work out or that another position will open up. You are close!"

If you, or someone you know, want to make changes now for a more effective job search, please contact me to start coaching.

Practical Pointers on Everyday Persuasion - Part 2

2011-12-05T20:00:00.000-05:00

2. Appeal to Their Interests, Values and Needs.

When trying to persuade someone, consider that person’s interests, values and needs. Stand in her shoes and see the subject from that point of view. Listen to and respect the other person. Then tailor your comments to appeal to her interests and needs, and so she sees the benefit to herself. Demonstrate how she will benefit. Provide real life examples.

Sales people and young children do this all the time. They align their position with the other person’s interests, appeal to what is important to her, and then communicate clearly and with compelling evidence how the matter is advantageous for her.

Sales people make small talk with a customer and then say something like “I can see quality is important to you” or “this vehicle has all the features a growing family like yours will need.” Many young children are very skilled at persuading their parents by appealing to their parents’ interest in avoiding a public scene.

To persuade your boss to give you a certain matter to handle, consider his concerns and what is important to him. Figure out how giving you the matter aligns with his interests and how it benefits him. Communicate clearly and provide evidence of your readiness and a plan that eliminates his concerns.

When persuading my colleagues to be guinea pigs in the e-newsletter, I appealed to their interests in marketing their legal services in a unique, personal way. Knowing that time is precious, I also made it very easy for them. Similarly, to persuade new members to join the association, we are focused on demonstrating how we meet their interests and needs.

3. Whose Idea

A last bit of advice comes from lawyers who are excellent brief writers. They advise new lawyers to let the judge follow the bread crumbs. Don’t force the conclusion on the judge. When you seek to persuade, let the other person think the idea was his.

If you are ready for coaching to help you get what you want in your career, please contact me.

Practical Pointers on Everyday Persuasion - Part 1

2011-12-04T14:58:00.000-05:00

Maybe you want to convince your boss to give you greater independence on a case or project. Perhaps you have to recruit new members for your organization. Today you might be trying to convince a judge. Tomorrow you might need to convince someone to change their behavior, give you a raise, buy something or support a cause.

We encounter situations daily in which we are trying to persuade someone else to hold a certain belief or act a certain way or in which someone is similarly trying to persuade us.

Instead of trying to win an argument or force something on someone, what can you do to polish your power of persuasion for these daily encounters?

Much has been written about the art of persuasion, including Dale Carnegie’s 1936 classic How to Win Friends and Influence People. If you have not read it, I recommend this little old book. But if your time is limited, here are a few pointers on everyday persuasion.

1. Trust and Credibility

I may sound like a broken record but people do business with people they know, like and trust. We use doctors, babysitters and hair dressers with whom we have experience or who are recommended to us because someone else we trust knows, likes and trusts them. We patronize franchises and buy brand name products because we know what to expect. They have credibility in our eyes.

Similarly, your relationships with the people you seek to persuade also play a key role in your ability to persuade them. The more trust and credibility you have with them, the easier it is to persuade them. Moreover, you may have found that you personally are more easily persuaded by people you like.

Therefore, even in brief persuasion encounters, try to establish trust as well as credibility and be positive, likeable, confident. Of course, this includes being sincere and knowledgeable about your subject.

You can use subconscious persuasion techniques like mirroring the person’s body language, getting them nodding, using reciprocity, or over-asking and making your second request the real one. But without trust and credibility, these techniques won’t get you far in winning someone over or inducing a particular action.

For example, without an underlying relationship built on trust and credibility, I never could have persuaded three members in my bar association to be guinea pigs in a new e-newsletter last month. They agreed to be the first featured members, in part, because they trusted that the association and I would produce a quality publication.

Part 2 tomorrow.

Should Lawyers Have a Personal Brand?

2011-10-30T13:52:00.000-04:00

Until I facilitated and spoke about branding at two different lawyer events last week, I wasn't convinced the word "brand" was a relevant concept for lawyers. I didn't even think it worked very well for law firms. While the word reputation seemed more accessible, brand seemed a very amorphous concept that marketing consultants push, with law firms re-branding by changing their logo, colors, tag line and web design. Working through preparation and discussions last week, however, persuaded me that the concept of a "brand" has relevance and value for lawyers.

Brand and branding have hundreds of different definitions. It's easiest for me to think of a brand as the essence or promise of what will be delivered or experienced.

Consistency

Lawyers shoud have a personal brand in the sense that you should figure out what the consistent experiences and expectations are that people have with you as a lawyer and what you want them to be. Ideally you want them aligned.

Lawyers don't need to have a personal brand in the sense of something you describe to someone else. You don't have to be able to tell a prospective client your "brand identity." It isn't a question people ask each other.

For example, Nike doesn't say action, athleticism, performance, excellence and success are its brand. But those are words that capture the essence of Nike athletic apparel and the image that Nike conveys in its marketing. By making sure that its products live up to this image, Nike maintains its brand and the consumer knows what he or she will receive every single time he or she purchases a Nike product.

Capture the Essence

Like Nike, Apple or McDonald's, consider what words capture the essence of you as a lawyer and the consistent experience you want people to have with you as their lawyer. Those words won't necessarily appear in your tag line, elevator speech, website bio, LinkedIn profile, introductions when you speak or author notes when you write an article. But self-reflection will better focus you on your strengths and core values as a lawyer, the services you offer, your reputation, image, style, real interests and fit with your best clients. You will have more clarity on who you are as a lawyer and the consistent experience you provide for your clients.

The Compelling You

With this clarity you can create a more compelling website or website bio instead of using the same buzz words as every other law firm. You can rework your self-introduction to sound more like you. You can write a better personal business plan for 2012 or speak more confidently and directly during your next evaluation.

The clarity and focus will help because you will realize what you do well, what is important to you, how you connect with your clients and colleagues and why they keep coming back to you.

After you identify your brand, you can build brand awareness by raising your visibility and name recognition. Become known by your target market and potential referral sources for the consistency of the services and experiences you provide.

Results

Getting focused and clear on your brand helps you attract more business, advance professionally and have more control over your day, practice and career. Regardless of whether you are in a law firm, corporation, government or elsewhere, a new lawyer or an experienced one, identifying your brand is time well spent.

If you are ready for coaching on branding, please contact me.

One Innovative Campaign to Get a Job....

2011-10-19T12:25:00.000-04:00

Actions speak louder than words. This young woman put her social media skills into action in her bid to land a job as the University of Michigan's first Director of Social Media.

Dear Lisa Rudgers....

Public Speaking Tips From Recent Lawyer Meetings

2011-09-20T20:56:00.000-04:00

Last week at state bar annual meeting events I observed lawyers as public speakers in various roles and thought about a few tips that go beyond being prepared, varying your pace, making eye contact, etc. It was a good wake up call for me as a frequent public speaker.

Regardless of whether you are introducing a speaker, running a meeting, giving a report, interjecting in a forum, presenting an award, receiving an award or giving the key note address, remember this bottom line:

Be respectful of your audience's time and interest. Know why they are there and what they want to hear. Know what is most valuable to them and present it. Don't overstay your welcome.

For example:

Have humility.

Don't fall in love with the microphone. Leave your audience wanting more.

Don't say I'll be brief. Just BE brief.

Bonus tip: if you are going to refer to someone previously at the podium, make a note of his or her name and use it. Project the image of a good listener.

If you would like coaching to help you improve as a public speaker, please contact me.

College Football Blog: Imagine Bob Ufer calling the Michigan-Notre Dame g...

2011-09-12T10:27:00.000-04:00

College Football Blog: Imagine Bob Ufer calling the Michigan-Notre Dame g...: About the only thing that could have possibly made the Michigan-Notre Dame game last Saturday night any better would have been to hear legen...

Inside Look At One Prosecutor's Life

2011-08-18T16:27:00.000-04:00

For those of you interested in becoming a prosecutor, here is an interesting profile of a very experienced female prosecutor in Washtenaw County, MI.

Dianna Collins, Washtenaw County Assistant Prosecutor

Written by Frank Weir of the Washtenaw County Legal News and published August 18, 2011.

For law students and new grads, remember you have to be ready to answer: Why did you decide to go to law school? Why do you want to be a [trial lawyer][prosecutor][employment lawyer]...?

Tips 2 & 3 on Doing Things Differently

2011-08-17T11:56:00.000-04:00

2. Take responsibility for your practice and career.

Many lawyers in firms see themselves as “service partners” working on other partners’ clients without any control over or time for the development of their own practice. It is a self-perpetuating reality until they take big steps to change it.

One partner finally realized it was up to her to assert herself and act more like an owner than an associate. She knew if she wanted to take her practice in a particular direction, she had to put a plan together and get started. She did. Result: her senior partners noticed and initiated the discussion about supporting a workable plan.

A partner at another firm wanted to develop his own book of business but needed time for it. He set parameters for the scope of his involvement on other partners’ matters, managed his time better and let his partners know he was developing a niche. Result: he is steadily building a book of business through referrals and presentations and doing more of the sophisticated work he likes.

3. Timing is rarely right.

“The economy is bad right now." "My kids are little." "My parents need me." "Work is crazy lately." "Maybe when things slow down a bit." "We want to have another child.”

Face it, timing is rarely right. When was the last time you thought “this is a good time to ….?”

Stop waiting for the perfect time. Marketing/business development, time management and career management are never ending processes. Name your fear(s) and make a list of what you will give up if you don’t take action now. People have done it and you can too.

Please contact me if you are ready to start.

Doing Things Differently

2011-08-16T17:43:00.000-04:00

Most lawyers are creatures of habit, especially when it comes to time management, business development and career planning. They repeatedly do and say the same old things while hoping for a different result.

“I wish I had time to do marketing." "I apply online for in house jobs but I never hear back." "I don’t like talking about myself." "I don’t have any control over my work day.”

Lawyers rarely look objectively at what they are doing, how they are doing it and what they can do differently to improve their results. When they do take a look and start doing things differently, results are often immediate and noticeable.

1. Be intentional. For a different result, stop doing the same old thing.

A lawyer heeded some advice. She responded to a LinkedIn invitation by sending back a message with a coffee invitation to get to know the other person’s practice better. She received a resounding yes and “you’re the first person to ever send back a note in response to a LinkedIn invitation.” Instead of mindlessly accepting the invitation to link in, the lawyer had acted intentionally. Result: within a week coffee was consumed and the door for mutual referrals was opened.

A lawyer wanting a better fit decided to stop hiding in the woodwork. In her firm she always shined the light on her colleagues. She shrank from talking about herself and minimized everything she did. Yet she realized hiding her interests and experience wouldn’t get her closer to her dream job.

So she changed her perspective on talking about herself. Now she shares more about herself with her close contacts and has found appropriate ways to ask for help. Result: after two months of this change, she received a call from a contact about a position that was being held for her. Her ideal contacts list is growing and a firm client requested she take over as its lead lawyer.

What can you be more intentional about?

Next Post: Tips 2 and 3.

If you are ready for coaching to make changes, please contact me.

Job Search Tip #4 for Lawyers: Develop a Web Presence

2011-08-15T20:11:00.000-04:00

You are searching for your first or next job as a lawyer. Google your own name. What comes up? If little information comes up, at a minimum you should build a LinkedIn and Google profile. They are free and no spam is involved.

Build these profiles so that when people want to know something about you professionally, they can search online and find you. Even if you are looking for your first lawyer job, having a presence on the web gives you more credibility and visibility.

In addition, eventually when your profile is strong enough, people will find you when they search for someone with your qualifications, experience or other characteristics. Recruiters definitely use LinkedIn, even in the legal profession.

A LinkedIn profile is an easily updated online resume that allows you to share more information and recommendations. In your profile, you can easily ask for and display recommendations for any and all positions and activities. For that reason if for no other, build a profile and put a hot link to it on your resume. Potential employers will have immediate access to your recommendations.

LinkedIn helps you quickly expand your network of contacts during your job search without the common fear of being annoying or a “stalker”. It is perfectly acceptable to send someone a LinkedIn invitation with a few personal sentences a day after you meet them. After all, this is a professional online networking tool. Many people find sending a personalized LinkedIn invitation much easier and more natural than drafting a “nice to meet you, please keep me in mind….” email from scratch that they hope will lead to something further.

LinkedIn helps you stay visible to your contacts. By using the update/status bar you can stay on your contacts’ radar screens without anxiety about being intrusive or a bother.

Last but certainly not least, in addition to using LinkedIn to showcase yourself as part of your job search, you can also use LinkedIn in your job search to look for information on and contacts with firms, companies and people. Do not underestimate this resource.

Although there are more than 100 million people on LinkedIn, I am constantly surprised by the number of lawyers I know who are not on it or have only a bare bones profile.

Being on LinkedIn no longer means you must be looking for a job. In fact, I recently read that a BTI survey showed that 70% of corporate counsel use LinkedIn as a tool and that 50% of corporate counsel stop and think a minute before hiring a lawyer who lacks a credible online presence in addition to their official law firm bio.

Reality: You should develop an individual web presence regardless of whether you are looking for a job now or might be later, and regardless of whether you already have a website or are part of a law firm’s website.

Job Search Tips # 1-4 Bottom Line: distinguish yourself by working, selling and continuing to learn, and by showcasing yourself online.

If you are ready for coaching to improve your job search, please contact me.

Solo Lawyers: Build a Strategic Network

2011-07-20T17:22:00.000-04:00

If your network consists mostly of lawyers who offer the same legal services you offer, your network may not work for you, at least not for getting new clients.

Look at the lawyers in your network and also where your work comes from. Are occasional referrals due to conflicts frequent enough to justify your time? Think about where you can get the greatest return on your time and provide the most value to others who might help you in return.

I know hundreds of solo lawyers who know and hang out with lots of other lawyers who do exactly what they do. ie. criminal defense, family law, consumer bankruptcy, estate planning, probate, personal injury, plaintiffs' employment and immigration. They get to know each other through state and local bar sections, continuing legal education classes, etc. These lawyers have similar interests and common challenges but they don't have many opportunities or reasons to refer much business to each other.

If the above sounds familiar and you would like more business from your network, here are three strategies for boosting your lawyer referrals:

1. Develop meaningful relationships with lawyers who practice in a different area of the law. Get to know these lawyers, help them and become the lawyer to whom they refer all inquiries they receive in your niche practice area. You can start by seeking out and meeting these lawyers at networking events instead of standing around talking to your friends/competitors.

2. Develop meaningful relationships with key lawyers and other people who frequently receive inquiries about lawyer referrals. How do you spot these people? They may be people seen as leaders in the local legal community or perceived as having a vast knowledge of it, and other people with extensive networks. They know lots of lawyers who practice in your niche. To receive their referrals you will have to stand out. You have to earn their trust and respect as a lawyer in your niche, and in general as a professional and personally. Knowing them is not enough.

3. Develop meaningful relationships with lawyers outside of your geographic region and become their contact person for any legal issue in your region. You can then make referrals for these lawyers and they will always think of you regardless of the legal practice area involved. Sooner or later you will get clients through them and from the lawyers to whom you refer the other legal work.

Networking is really relationship building and that takes time. Build your relationships more strategically and you will develop more business. The sooner you start, the sooner you will see results.

If you are ready for coaching on building a more strategic network, please contact me.

Social Media, Stereotyping Strengths and Horn Blowing

2011-06-29T12:01:00.000-04:00

The ABA Journal published an article discussing whether Web 2.0 plays to women's "strengths" more than men's.

Based on my 22 years in the legal profession, I agree that generally women are less comfortable blowing their own horn than some men seem to be. I don't agree with a view that women are better at building and nurturing relationships and that they are better at using social media to do so.

In fact, I don't see a lot of lawyers using social media to build strong personal relationships. I see lawyers using it to raise their credibility and visibility which is wonderful, but this is not the same as actually establishing and maintaining personal relationships.

Social media is a doorway to relationships but many lawyers stand on the threshold without ever saying hello. For example, if you typically send a LinkedIn request without a personalized message, you are doing exactly what I'm talking about.

Using social media like LinkedIn, blogs and Twitter, plus websites, to provide value, stay in touch and demonstrate knowledge and expertise, increases your credibility and raises your visibility. Regardless of whether you are a female or male lawyer, using social media to do so is often a lower key, more comfortable way to stay visible and/or toot your own horn than sending personal success story emails or walking the halls pounding your own chest.

Why not give it a try?

If you are interested in coaching to enhance your credibility, raise your visibility, develop stronger relationships and bring in more business, please contact me.

Alternative Tracks in Law Firms - What Do You Think of Them?

2011-06-28T18:57:00.000-04:00

This week's Crain's Detroit Business has an article on staff attorney positions and other non partner track positions in area firms.

What do you think about firms creating such positions?

What do you want in your career and what's holding you back from attaining it? If you are ready to go for it, please contact me.

Positioning For Your Future

2011-05-31T22:45:00.000-04:00

Several of my lawyer clients want to work as in-house counsel some day. A few others would like to be a judge. Most of my clients want to stay where they are and continue expanding their practice. Regardless of their personal goals, all of these lawyers are thinking about how to best position themselves for the future.

No matter your end goal, here are a few basic keys to your future.

1. Start now. It is never too soon or too late to position yourself for a better future as a lawyer. If you don’t have many contacts in your desired field, figure out a way to make them and get started. If you notice that most corporate positions require experience you lack, find a way to fill that gap or demonstrate the same skills in a different setting. If you want to be a judge, start developing name recognition with either the people who could elect you or those who could appoint you.

2. Build on your strengths. Assess your professional and personal strengths and capitalize on them. Rather than spending most of your time trying to fix your weaknesses, spend more time developing your natural strengths. For more on this approach, check out various books on strengths identification and development by Marcus Buckingham, Donald Clifton and Tom Rath.

3. Be the lawyer you would want to hire. A potential interview question is: “How would your co-workers describe you?” Regardless of your future goals, make sure you really are living up to how you would want your clients or co-workers to describe you. Acknowledge this and start aligning your behaviors with your values. If you are behind on entering your time, you keep breaking promises to clients, or you have trouble staying focused on projects until completion, chances are you aren’t being the lawyer you would want to hire.

You can wait for your future to happen to you or you can control what you can and start positioning yourself. String together a series of small steps to make these changes and then keep going. It’s your future.

If you would like lawyer coaching to help position yourself for your future, please contact me.

Lawyer Marketing & Business Development: Be Strategic

2011-04-17T19:53:00.000-04:00

When I was a first year associate, and for a hundred years thereafter, the common school of thought on business development for lawyers in firms was "learn to be a good lawyer and the work will come." Sometime later lawyers started to advise associates to get involved in an organization or two as an extra curricular activity for marketing and business development purposes.

Rarely, however, did experienced partners advise younger lawyers in firms how and why to be strategic about business development. Rarely did, or do, they talk with them about how people find and hire lawyers, or how and why business might develop from extra curricular activities.

Therefore, associates across the country joined local alumni groups, junior chambers of commerce, women's groups, athletic clubs, etc., without a clue as to how legal work might come their way as a result. And, as a result, they spent a lot of time in those groups without ever getting much legal work.

The main mistake was the lawyers' lack of strategy about who and why people might hire them. They never thought about who they wanted calling them or referring a client to them.

Such lawyers never created a strategic plan that (1) identified a target market of potential clients and referral sources, and (2) laid out how they would reach that target market. Instead, they spent their extra time networking without a plan, hoping that someone they knew would someday need their services or know someone who did.

Granted, lawyers in general, within and outside of firms, are much more sophisticated now in terms of marketing and business development than 22 or even 5 years ago. But I find that many lawyers still do not approach marketing and business development with a clear idea of who they want to hire them and how that market will know of them when they need their services.

People do business with people they know, like and trust. People hire lawyers they know, like and trust. But being known, liked and trusted is not enough to develop business. To get retained as a lawyer, you have to be known, liked and trusted by the people who will need your services or refer you legal work in your practice area.

You can be highly admired and incredibly valuable in your local alumni group but if no one in the group is likely to ever need a commercial litigator or business tax lawyer, or know someone who does, do not consider your involvement to be business development and marketing. It may be an important part of your personal plan, but it is not part of your business development plan.

If you want coaching to create and implement a strategic marketing and business development plan that works for you, please contact me.

Job Search Tip #3 for Lawyers - When You Are Not Working, Sell or Learn

2011-04-08T07:57:00.000-04:00

Ann Arbor lawyer David Nacht recently gave advice to lawyers on how to get more business: “spend your time either working, selling or learning.” This applies to job hunters as well. When you are not working (working or applying for jobs), sell or learn.

Selling here means selling yourself. You have to network to develop relationships so that people get to know, like and trust you. Raise your visibility, get involved and get known for your great and unique qualities. If you hide at home or in your office, searching online or only asking people to tell you of openings, you are not selling yourself.

Keep learning. Use part of your time to learn a niche area, write an article, become knowledgeable about something that can help you stand out, or take time to develop more of your skills. This will help you get a job and get clients in the future.

Use your time to position and distinguish yourself. If you don't believe this is useful, ask yourself why someone would select you for an interview among all of the other candidates. What makes you stand out for the jobs you are seeking? Isn't it time to make that happen?

Next post's job search tip: Develop a Presence on the Web.

If you are ready for coaching to improve your job search, please contact me.

Job Search Tip #2 for Lawyers - Start Working For Free

2011-04-05T11:12:00.001-04:00

She had quit her job as a lawyer six months earlier. She had intended to make a transition into a different kind of legal practice, but she still did not have a job. He was more than a year out of law school and did not have a job. Another lawyer started worrying about having a gap on her resume immediately after being laid off. Five months later she still did not have a new job.

Since they had nothing but time on their hands, it was surprising that only the first of these lawyers started working for free. The other two did no legal work whatsoever - - a missed opportunity to add legal experience, develop their skills, demonstrate initiative, expand their network, obtain more references, and create a longer track record of success.

You can be like the second two, view your situation as beyond your control and almost give up. Or you can focus on what you can control and use part of your time to work for free to gain legal experience and make valuable contacts.

If You Are Not Working, Start Working For Free.

Following are a few ways you might work for free as a lawyer. It is important to choose areas of law that actually interest you and that you believe will help you in your specific search. It is also important to note that I am not advocating working for free as a lawyer at a law firm or other for-profit entity.

-Do pro bono work for your local legal aid office or bar association.
-Provide legal advice, administrative or other help for non profit organizations.
-Get creative and work on legal initiatives for a community group, city council, school board, the State Bar, etc.
-Research and get involved with relevant legal issues, proposals and potential legislation at the local, state or federal level.
-Work with student clinics in law schools, universities or colleges.
-Write a legal column for your local newspaper.

The bottom line: if you take initiative, you can make something happen in your job search by using your law degree and free time to make things happen for other people and organizations. Choose wisely and you will use your legal skills, enhance your resume, expand your network, make valuable contacts, get more references, and help others at the same time. By doing so, you will better position and distinguish yourself in your job search.

Next post's lawyer job search tip: Sell or Learn.

If you are ready to improve your job search through coaching, please contact me.

Job Search Tip #1 for Lawyers - Stop Applying For Everything

2011-04-01T13:37:00.001-04:00

She was mad. She had been rejected for a job as an associate that she didn't want, doing work she knew she wouldn't like and probably getting paid 40% less than her previous salary. She didn't understand why she hadn't received an offer after her interview at the firm. She was mad for several weeks.

He was mad. He had been told during an interview that he was overqualified. It was a first year associate position doing work he knew he wouldn't like, for very little pay, in a work environment he would not otherwise choose, but he needed money. He was mad for a while.

If these examples sound like you, or your job search strategy is to spend all of your time online applying to every law related job you find, and/or sending your resume to every law firm within 75 miles, stop and think for a minute. What is your ROI? What is the return on your time and efforts?

If all you are getting in return is mad, depressed or burned out, don't give up all hope. You don't have to start studying for another state's bar exam. There is a better way.

First, Stop Applying To Every Legal Job Posting You Find.

When you limit your efforts to jobs you actually want and for which you are a strong candidate, writing cover letters is easier. You will notice it immediately. You will know how your skills, experience, interests and background fit the job description and the value you will bring to the employer. Your letter and application will be more persuasive. Your fit and desire will show more convincingly in an interview.

By being selective about the jobs you apply for, you are more likely to stand out and you will save time, money and energy.

Why set yourself up for depression or frustration from rejection or silence about positions for which you had no reason to stand out or jobs you didn't want? That can't be the best possible use of your time and resources.

Next post's law job search tip: If You Are Not Working, Start Working For Free.

To improve your job search through coaching, please contact me.

How Not to Conduct a Job Search (Lawyers & Law Students)

2011-03-08T15:09:00.000-05:00

1. Apply to every legal job posting you see.
2. Spend all of your free time searching online for job postings.
3. Mail your resume to every law firm in the area.
4. Apply for lawyer jobs you don’t want.
5. Ask for generic help.
6. Have no LinkedIn profile or just a bare bones one.
7. Internalize things you can’t control.

Does your job search look like this? Does someone you know do these things? What are the results?

I see lawyers and law students conducting job searches this way all the time despite the wealth of good advice available about how to conduct a personalized search. And instead of interest and success, these common search tactics quickly lead only to frustration, exhaustion, burnout, continued unemployment or still being stuck in the same job.

Looking for a lawyer job in this economy can be incredibly hard and time consuming. There is no simple or easy solution and no single plan fits everyone. But if your job search isn't producing any results, not even a nibble, stop doing what isn't working. Seriously, look at the list above and stop doing what isn't working. At the very least you will stop wasting your time, energy and money.

Stay tuned here for how these tactics hold you back in your job search and tactics to replace them.

If you are ready to improve your job search through coaching, please contact me.

Judge Stephen Murphy Brings Corner Bar Concept to Life

2011-02-19T15:38:00.000-05:00

"Get to know other lawyers in the 'bar' and build relationships throughout your career." U.S. District Court Judge Stephen J. Murphy III brought the Coach's Corner Bar concept to life this week at the Detroit Metropolitan Bar Association's inaugural "Drink 'n' Learn". Accompanied by good friends from the U.S. Attorney's Office and his law clerk, Judge Murphy shared insights and stories at a Detroit watering hole, including help he has received from other lawyers throughout his career, even as a Federal judge. Click on the photo to see more pictures from the first Drink 'n' Learn.

Mark your calendar for the second and third Drink 'n' Learns on April 21 and May 19. Stay tuned for details.

Similarly, on March 22 the Detroit Metro Bar Association presents a lively after hours "Debate on Appellate Advocacy" by Michigan Court of Appeals Judge Elizabeth Gleicher and her appellate lawyer husband Mark Granzatto. Think Tracy and Hepburn, Carville and Matalin. Educational and social, regardless of whether you are an appellate lawyer.

Last, yes, as president-elect of the DMBA I am promoting our events here on Coach's Corner Bar. The DMBA --Raising the Bar Through Networking, Practice Development and Community Service. http://www.detroitlawyer.org/

For those of you not here in metro Detroit, check out your own local bar associations. Meet some people, develop relationships, get referrals, enhance your skills, seek advice, know your judges, help your community.

Visualize Success: More Examples of 2010 Successes

2010-12-30T10:05:00.000-05:00

I share a few more of this year's real life successes to help lawyers visualize their own definition of success for 2011 and how they can get there. (As always, I've used fictional names for privacy purposes.)

Charles' solo practice grew steadily this first year after he left the firm. By providing excellent legal advice and services and expanding his contacts, he continues to get more referrals, to be hired by other firms for specialty work, and to get repeat business from happy, satisfied clients.

Tamra's niche work continues to increase as she finds ways to let people know what she focuses on and of her accumulating successes. Despite the economy, she had record setting months financially this fall after many years of practice.

By achieving a very challenging personal goal this year, Ally realized that with the right plan she can also take on significant professional challenges that she never would have tried before. And just as she formed new habits to achieve her personal goal, she is creating new habits that help her more efficiently manage her case load.

Matthew created procedures to streamline his work and have more control over it. He focused on building his own practice and set boundaries for when and what he would do to service his partners' work. He raised his visibility and increased his credibility. As a result he took a worry free vacation and brought in more new business and more revenue than ever before after many years in his firm.

Samantha overcame a paralyzing fear of public speaking this year. She now even almost looks forward to her next presentation. Her tremendous growth in this area spills over to her professional presence and confidence within her firm as well. Her value as a partner is being acknowledged more than ever.

Hannah interviewed and was hired for her dream job this year. She overcame an unexpected rough start by focusing on what was most important. Now, thanks to her intelligence, humor, common sense and work ethic, her star is rising at a record setting pace.

If you would like to make changes in 2011 and reach your own definition of success, please contact me.

Listen Up, Lawyers: 5 Rules For Really Listening (per David Winter)

2010-12-29T08:02:00.000-05:00

Communicating includes listening. Communicating with your clients, partners, other colleagues, other lawyers, potential clients etc., includes listening to them. Since communicating is a relationship skill, when you improve your listening, you will improve your professional and personal relationships. How does that sound?

David Winter, a successful plaintiff's lawyer in metropolitan Detroit and a friend of mine, shared some of his advice on listening this week. Like the #1 rule for losing weight, Dave's 5 rules for listening are simple but not easy.

"Let’s get one thing straight, listening isn’t waiting for the other person to stop talking so we can provide a rebuttal. Listening is understanding, interpreting, and paying attention to what is said. The pathway to successful listening is outlined by five rules. Learn and practice them and your career as a lawyer will become a much more rewarding experience, professionally, personally and financially.

The rules I follow are:

Listen to why something is important to the speaker.

Confirm you understand the speaker’s true meaning.

Ask for explanations, don’t assume.

Don’t offer opinions.

Edit out internal responses."

Learn and use these rules in 2011. Notice what happens.

If you would like coaching on your professional relationships, please contact me.

Your Year In Review and 2011 Preview

2010-12-28T13:18:00.000-05:00

What are you most proud of from 2010?

When I asked my lawyer clients this question last week and this week, almost all of them said they are most proud of how they have taken more control of their practice, career or work day this year. And almost all of them say they did this by developing better business practices, asserting themselves more and raising their profile within and/or outside of their firm. To start making changes, they had to be brave, step outside their comfort zone and stop doing what wasn't working.

Take time this week or weekend to list 100 accomplishments (yes 100!) from 2010 - - large, small, professional, personal, events, actions, tangibles and intangibles, whatever. No one but you needs to see your list. This is a time to be proud of yourself and who you were this year.

So acknowledge yourself and your year. You will see that you accomplished more than you realize and more than you give yourself credit for. You will also more clearly see what you want to accomplish in 2011, who and how you want to be, and how you will make it happen.

Congratulations on 2010 and best wishes for 2011.

If you are ready for coaching to make 2011 your best year yet, please contact me.

New Associates in Law Firms: Year 1 Business Development Plan

2010-12-21T08:36:00.000-05:00

"People do business with people they know, like and trust." Successful franchises survive on this maxim because they are known to consistently provide a good quality product or service. In fact, most successful businesses depend on this principle, including successful lawyers, financial advisors and pediatricians, barbers, hair colorists and babysitters.

Last week I worked with new associates in law firms about how to use this principle to form a basic business development plan for their first year as a lawyer. We talked about the following elements of a plan:

1. Your Reputation (in marketing terms a.k.a. your "brand"): decide now what you want your reputation to be inside and outside of your firm by the end of 2011 and what specific steps you will take to develop that reputation. Be as specific as possible when defining your ideal reputation for your first year and how you will achieve it.

2. Your Network: identify ways to strengthen your existing relationships, rekindle former relationships and establish new ones - - inside and outside of your firm, personal as well as professional.

3. Marketing: learn ways to appropriately let people know what you do as a lawyer. This can include in person, on your business card, through your profile and status bars on LinkedIn, Facebook or other social media, your bio on the firm website, your email signature block, information at the end of your articles, etc. For example, even as a brand new associate, you should practice a brief self-introduction, a.k.a. an elevator speech. Know what services you and/or your firm offer and the types of clients with whom you work. In other words, know how you and your firm help and who benefits.

Just as you should with respect to developing your legal knowledge and substantive skills as a lawyer, watch and learn about business development from lawyers you admire.

You will probably hear and learn that there is no secret formula or a sure thing when it comes to getting clients and developing business. But credibility and visibility are two keys to generating business. So start taking steps to become known, liked and trusted inside and outside of your firm. It's a great time to start.

If you are interested in coaching to get started now, please contact me.

Holiday Parties: Go With a Purpose and a Plan Even If . . .

2010-12-13T15:12:00.000-05:00

Networking Survival Tip for Lawyers this Holiday Season: go with a purpose and a plan even if it is a purely social and non work related party.

If you just want to relax, have a good time and talk with your friends, that is your purpose and your plan. Permit yourself to do just that and you will. You will be guilt-free and relaxed.

Similarly, if you are going to a work-related party that you will log as business development time, know your purpose for attending and how you will achieve it. Maybe you want to catch up with five people you haven't seen in a while. Perhaps you want to meet three potential referral sources. How about a new client as a result of attending this party? By going with a purpose and a plan, you will spend your time more effectively and you will be that much closer to getting what you want.

Another word of advice - - only ask for a business card from people you actually connected with and enjoyed meeting. If you can't imagine ever having coffee with someone, sending them an email, or putting them together with someone else, save yourself time and angst afterwards. You don't have to get their card.

Business Development for Lawyers: Real Life Examples of Successful Behaviors

2010-12-07T19:13:00.000-05:00

Lawyer Patrick provides value first every day. He does this for clients, prospective clients, referral sources and potential referral sources. He doesn't keep score and he doesn't expect anything in return. He goes out of his way to help people. This practice philosophy took time to begin paying off but now it always pays off in engagements, referrals, information or other opportunities. Sooner or later it always pays off.

Lawyer Anya engages with her target market at least twice a week. She has coffee or lunch with people in her target market and attends other events for them. She provides information and puts people together for their own benefit. She looks for and creates opportunities to help her target market. She is increasing her visibility and building her credibility in that market. It took well over a year but now she regularly gets new clients from her efforts, and she can track the clients to those efforts.

Lawyer Karla approaches every day with a business development attitude and belief that she can succeed in getting more clients. She is in court several times a week. She always sees and looks forward to the opportunity to be a great lawyer for her clients in the courtroom. She always sees and looks forward to the effect that has on her reputation in the courthouse. She always looks forward to meeting new people while she is there. She has the same philosophy in situations beyond the courthouse. Her confidence and success attitude, combined with her open, friendly way with people, create opportunities for people to approach her, seek her help or at least want to get to know her. She gets referrals from her clients and from other people who meet and see her in action in the court. She also gets referrals from other professionals and friends who know of her client relationship skills and her courtroom skills.

Of course, these lawyers have other components in their marketing and business development plans. But these three examples demonstrate how choosing and commiting to a behavior, and doing it over and over and over again, leads to success.

What new behavior would you like to establish? What will lead to your success? If you would like coaching to get you there faster, please contact me.

Public Speaking: Examples From the Field

2010-11-23T14:46:00.000-05:00

This past week a first year associate, a senior associate, an experienced partner and my fifth grade niece demonstrated four basic skills of all good public speakers:

1. They calmed and focused themselves by taking a deep breath before they began.
2. They spoke conversationally, varying their tone and using emphasis where appropriate.
3. They smiled and made eye contact with the audience as much as possible instead of looking down at their notes.
4. They engaged the audience with their own enthusiasm for the subject.

None of the four are Toastmasters or Dale Carnegie instructors. They aren't graduates of those groups or similar ones. Some of them used to be very reluctant public speakers. At least three of them have recently spent time focused on improving their public speaking skills. They spent that time well and it shows.

People paid them compliments about their various presentations and their ability to convey information naturally and simply. People acknowledged the speakers' knowledge level as well as their ability to relate to the audience. People acknowledged their organization. People approached them afterwards to ask follow up questions and to thank them. People singled them out to acknowledge them as being good speakers.

One of the formerly very reluctant ones even surprised herself this week with her own idea for a follow up presentation to a niche group of potential clients. "Holy cow!"

Two lessons:
1. You can and will become a better public speaker by working on it.
2. You can stand out by being a good public speaker.

Bonus: you may even start to enjoy public speaking. Imagine that.

When do you want to get started?

If you would like coaching to start being a better public speaker, please contact me.

Public Speaking Tips: Presenting Awards

2010-10-31T10:21:00.000-04:00

In the last several months I've seen numerous lawyers present awards at various events. Simply put, we can all improve. For some people, improvement starts with these basic do's and don'ts.

How to Present an Award:

Do prepare by researching the award and the recipient. If possible, talk with the recipient ahead of time, even if it's only a few minutes before the presentation. The audience can tell from your remarks and body language whether you've met the recipient. Isn't it nicer when you can tell that the presenter has personally met the recipient and knows more than how to pronounce the person's name? Don't admit that you just met the person for the first time a minute beforehand.
Do state the significance of the award, even if it's an award that you think is obvious such as the Pro Bono Spirit Award. Also, if the person after whom the award is named is present, acknowledge his or her presence. I saw a lawyer forget to do this earlier this year - - at least one good reason to have a written outline no matter how familiar you are with the award and the winner.
Do state the criteria for the award.
Do describe how the recipient met the criteria and how he or she was chosen.
Do say you are [fill in the blank] to present the [XYZ] Award to [recipient's name] as you gesture warmly toward the recipient to welcome him or her up to receive the award.
Do know where the award is and have it ready. Don't hunt for it on the table behind you. It's not an afterthought.
Do handle the award as if it is valuable.
Do smile and make eye contact with the recipient as you hand him or her the award.
Don't read verbatim from the recipient's list of accomplishments. Choose highlights relevant to the award, tell a story or be conversational in other ways.
Don't call the recipient to the podium before you make your remarks. We've all sympathized with award winners standing awkwardly at the front of a room while they are praised. Don't impose that on anyone!

Last, if you are nervous, stay focused on the award and the deserving recipient instead of yourself. Put your energy into honoring him or her!

If you would like coaching to start being a better public speaker, please contact me.

Elevator Speeches & Lawyers

2010-10-20T12:25:00.000-04:00

What is an elevator speech and why do you need one as a lawyer? Never mind why it's called an elevator speech, just remember two things:

It is a short, memorable description of what you do and who you do it for.
It is a marketing tool.

You need to have it ready for any time you meet someone new and they ask what you do. You also use it when you introduce yourself in front of a group.

Focus on the benefits you provide. To preclude snap judgments about lawyers and generate interest, focus on the benefits or results you provide and for whom. For example, when asked what you do, you could say "I am a tax lawyer". A more meaningful answer might be "I help small businesses reduce their taxes and be more profitable. I am a tax lawyer."

Connect with your audience. To be more memorable, take your listeners into account and, if applicable, adapt your description to them. For example, "I help small businesses like yours reduce their taxes and be more profitable." An estate planning lawyer could say to a new parent "I help new parents get at least a little more sleep by getting plans in place and having peace of mind. I am an estate planning lawyer."

Have energy. If you are bored with your own introduction, your audience will be too. If you don't believe in what you do, your audience won't either. Find the words that work for you, practice them with other people, and then try them. It's natural to keep revising your introduction until you are really comfortable. To keep from trailing off and keep your energy up, keep it short.

Hint: to find your energy and the words that work best for you, consider what you like most about what you do for your clients.

The keys are keeping it short, simple and descriptive - the benefits of what you do and for whom.

Contact me for a single coaching call to develop and practice your self-introduction. elizabeth@yourbenchmarkcoach.com or 734-663-7905.

Marketing 101 For Lawyers Without a Marketing Plan

2010-10-17T16:59:00.000-04:00

Here are marketing basics I discussed with a group of 12 mediators-in-training today. The group was a mix of lawyers, educators, accountants, business people and others, all of whom had loosely formed ideas about how they want to use their mediator skills. Our time was limited to one hour. As we talked they filled out their worksheet with information that made sense to them personally.

If you keep meaning to put together a marketing plan, but never get around to it, limit yourself to 15 minutes right now and use this outline. The bullet points are just ideas to get you thinking.

Even if you are way beyond Marketing 101, take a fresh look at who you want as clients and ask yourself how you can sharpen your focus. Take a fresh look at your tactics and your tools and ask yourself how you can be more effective.

I. Your Target Market - Who Do You Want To Reach?

Who needs your services?
What kinds of people or situations do you like to service?
Where do you already have opportunities, a lot of connections, a knowledge base, or a reputation? (i.e. Based on your work history, education, extra curricular activities, family, etc.)

II. Your Marketing Tactics - How Will You Reach Your Market?

Networking through personal contacts, associations, etc. related to your target market?
Referral sources (list them by name and/or by occupation)?
Online technology (website, blog, email, e-newsletters, LinkedIn, Facebook, etc.)?
Writing and/or public speaking?
Advertising?
Low tech, low cost placement of marketing material (community bulletin boards, etc.)?

III. Your Marketing Tools - What Will You Use?

Register your name as a domain name. Even if you don't use it, no one else can.
Create a Google profile for yourself.
Business cards.
LinkedIn - a simple, no cost way to start a professional presence on the web.
Prepare a 30 second elevator speech.
Website
Blog
Brochures
Twitter

Choose marketing tactics and marketing tools that fit you. Put your plan in writing. It's not a plan unless it's in writing. Go with your strengths, stay focused on your target market, and get started by taking one small action step and then another and another . . . . The key is to stay focused on your target market.

If you would like coaching to develop a marketing plan that works for you, please contact me.

October is Pro Bono Month

2010-10-13T21:44:00.000-04:00

October has been designated Pro Bono Month by the ABA, the State Bar of Michigan and many other states to highlight the need for and importance of pro bono legal assistance.

As a result of a pledge by the Board members of the Detroit Metropolitan Bar Association, I've signed up for training at the end of the month in order to take on a pro bono domestic violence case. I'm looking forward to dusting off my litigation skills but I expect that a d.v. case will be very challenging in many ways. It's a way to stretch my comfort zone, learn something new and hopefully do something important legally and personally for someone else. I'll report back as this goes along.

If you want help finding or taking on a pro bono case, contact the State Bar, the Detroit Metropolitan Bar Association, or your state bar, local legal aid office or local bar association. Many law schools have students available to work on a matter with you through their pro bono programs.

Job Searches: Stand Out From The Crowd

2010-08-17T14:36:00.000-04:00

Writer Mike Scott interviewed me for today's Detroit Legal News article for law students and new lawyers about standing out in today's tight job market. When he called me, I thought of all the law students and recent graduates who spend most of their job search time and effort looking for and responding to postings online, and/or sending out hundreds of unsolicited resumes to employers where they know no one. I wanted to share my advice that this isn't the most effective way to spend all of your time and energy.

Law students and recent graduates should assume that if they are doing this, then hundreds of other law students and recent graduates, if not more, are responding to the same postings and sending out unsolicited resumes to every firm in their city or county. Thousands are doing the same in every state and part of the country.

Develop A Strategic Plan.

If you don't think your chance of getting a summer or permanent job through on-campus interviews or job postings is very likely, regardless of the reason, you need to develop a strategic plan for your job search. It should be a strategic plan similar to the business development plans that lawyers should create and implement to get new clients and more business from existing clients.

1. Figure out the market you will target, whether you know anyone in that market and why you are a good fit for that market.

2. Know yourself. Know what strengths you bring to an employer, and your unique attributes and experiences. If you aren't sure of your unique attributes and experiences and/or true demonstrable strengths, ask for help from people you trust and people who love you. Get their input on who you are when you are at your best.

3. Build on your strengths. If you are a leader and organizer type, find a way to get involved leading or organizing something related to your target market. If you are introverted and a great writer, let your target market get to know you through your writing. Bar associations and legal newspapers are frequently looking for more articles - submit yours without waiting for an invitation. If you like to volunteer, pull yourself away from searching for job postings online and allocate time each week to volunteering within your target market. ie. volunteer to help in some way at legal aid clinics, local or state bar association offices or events, fundraisers held within the legal community, law related golf outings, etc.

4. Be yourself and let others get to know you. In this tight job market, it is very important to get to know people who do what you want to do and/or who can refer you to others. And the most important part of this is to let them get to know you. You want to stand out in their minds.

Sitting at your computer responding to online postings or stuffing envelopes with cover letters and resumes isn't the most effective way to let people get to know you. Be honest with yourself. When you look at your cover letters and resume, what makes you stand out?

People do business with people they know, like and trust. They refer people they know, like and trust. And they hire people they know, like and trust. If you dedicate time during your job search doing things within the legal profession that you enjoy and that you are really good at, you will develop professional relationships with people who can help you now and throughout your career. You will stand out in their minds.

By building on your strengths, you'll also be gaining unique experiences and attributes that make you stand out. Think of the effect on your self-confidence, your resume and your reputation. You'll be building a great foundation for your career.

I've met hundreds, probably even thousands, of law students and recent graduates through my years of private practice, my coaching practice and all of my bar association activities. The law students and recent graduates who stand out in my mind are relatively few.

They stand out for various reasons, none of which are grades. Rather, essentially they stand out because they did things that let me get to know them. They are the ones who took initiative, asked me questions, talked with me after presentations, volunteered, took on responsibilities, got involved, asked me for help, showed up and mattered, and/or took advantage of opportunities or created opportunities for themselves and/or others.

They had different confidence levels and personalities. Not every one was a Type A, an extrovert, a leader or even a joiner. Even if I had only a few conversations or contacts with them, I got to know much more about them and their abilities than the hundreds or thousands of others who blended in because they didn't do anything to make themselves stand out in my mind.

What can you do to make yourself stand out to people who can help you in your own job search?

Here is a link to the interviews in today's Detroit Legal News by writer Mike Scott.

Effective Use of Social Media by Lawyers

2010-07-16T12:09:00.000-04:00

Here is a link to Cherie Curry's article in the Detroit Legal News today on lawyers' use of social media. It includes a bit of advice and some common sense reminders, including a few comments from me and lawyers I know.

Detroit Legal News Article

Business Development for Lawyers: Why Pick a Niche?

2010-07-15T11:35:00.000-04:00

Many of my lawyer clients are either working on identifying and selecting a niche practice or really developing and capitalizing on the one or two specialties and related target markets that already form a part of their legal practice. Some of the broad legal areas in which they practice include business litigation, estate planning, business tax, criminal defense, health law, family law, employee benefits, employment law, construction, mediation and other alternative dispute resolution, business transactions, corporate work, bankruptcy, insurance defense, banking, real estate, etc. But within those practice areas are specialties and niches where they can see, and are seizing, opportunities to develop a client base or expand their book of business.

I have found and witnessed that by developing a niche you can maximize your marketing efforts and resources. You can aim at and organize your marketing around the clients you really want and the services you most want to offer. You will use your time, money and energy much more efficiently and effectively than a haphazard, generalized and exhausting approach that makes you blend in rather than stand out.

Rather than going to numerous random, unrelated, interesting sounding yet ultimately unproductive networking events, spend your time at events involving the target market for your niche. Spend your time identifying and talking to people who are most likely to be good potential clients or good potential referral sources for your niche. Unless you are working on beefing up your credentials, or you get or believe you can get a lot of referrals from other lawyers, don't spend time educating other lawyers through articles or presentations. Focus your efforts and resources on your market niche. Write for and speak to your market.

I know the idea of selecting and developing a niche scares some lawyers, especially newer ones. They think they will lose out on business that might otherwise come to them. But by targeting the specific market niche you want to serve, you are focusing yourself to develop business and you are building a name - a brand - for yourself. If clients outside your niche show up on your doorstep, you can still decide whether to work with them.

If you would like coaching to pick and start developing a niche law practice, please contact me.

Leadership & Management Lessons For Lawyers From a Corporate CEO

2010-07-14T10:04:00.000-04:00

Here is a link to an interesting interview with Dan Rosensweig, President and CEO of Chegg, texbook rental online & via mail, which appeared in the NY Times' Sunday Corner Office column by Adam Bryant on July 8, 2010.

Rosensweig talks about how he uses management teams to set priorities for the company and create a clear definition of success, how he runs meetings, how he acknowledges star performers, what he looks for when interviewing and hiring, and how he approaches difficult conversations with employees who are not doing the things they need to do to succeed in their jobs.

http://www.nytimes.com/2010/07/11/business/11corner.html?pagewanted=1&ref=jobs

Take a look and see whether you might apply some of Rosensweig's leadership and management practices to your law firm or company or even simply to managing your legal career.

Career Advice For Lawyers From LeBron James

2010-07-09T10:55:00.000-04:00

Hate it or love it, it seems that NBA superstar LeBron James' decision yesterday to leave the Cavaliers and join the Miami Heat boils down to positioning himself to win NBA championships. He knows what he wants to achieve in his career and he knows he needs help to achieve his goal. He looked for teammates and an organization that he thinks will provide the best opportunity to succeed. He made a tough and controversial decision about his own career.

My theme here is not to encourage you to leave your place of employment. Rather, I encourage you to look at how you can best position yourself to get what you want in your career and then have the courage to take the actions to achieve your goals.

If you want to develop a specialty within your practice or firm, what do you have to do first (and then next and then after that), and whose support do you need?

If you want to work with more than just a handful of lawyers within your firm, what can you do about this and who can help you make it happen? If you have tried and failed, what can you do differently next time? How can you match your needs and interests with the firm's needs and interests?

If you want more referrals, how can you expand your network into more meaningful relationships? How can you first provide value to people who are in the best position to give you referrals? How can you make it easier for other people to think of you and remember what you do when they have an opportunity to make a referral?

If you want more clients, who is in your target market and how can you best position yourself in front of your target market? How can you let more potential clients know what legal services you offer? What can be your unique niche? How can you differentiate your legal services from other lawyers' services?

Instead of sitting in your office wishing your phone would ring, or attending numerous yet random and unproductive networking events, figure out what you want, make some decisions, and take action.

As a client of mine said the other day, you're not going to get a hit if you're not in the batter's box. And you won't even get near the plate if you're not in the game. Or, as some say in golf, never up never in.

So take charge of your own practice and career. Make decisions about what you want and start positioning yourself to get what you want.

Get in the game. Step into the batter's box. Give the putt a good roll. Circling back to basketball, be your own point guard. No one else will.

If you would like help figuring out what you want, making an effective plan and/or taking actions, let's set up some coaching. You'll be glad you did, especially since you still have six months left in the year to make this one your best.

Control What You Can

2010-07-06T14:48:00.000-04:00

A common theme among some of my lawyer clients is the frustrating and stressful feeling that much of what goes on at work is out of their control.

For example, new or young associates are often given assignments verbally and quickly by partners who need to put out a fire on their way to the next fire. They aren't given clear instructions or enough facts to create a context to properly research the legal question and anticipate related questions and issues. Yet the partners are too busy to properly organize their thoughts before giving the assignment or they later change their mind about what they want researched.

Mid-level or senior associates are so busy billing hours on client matters assigned to them that they have no time to develop a book of business. They are told not to worry about developing a book and that it will come with staying in touch with people and doing good work. Yet they also know that to become a partner, they must have a book of business of at least a certain dollar amount.

Non-equity or "service" partners are called upon by their equity partners for their expertise but aren't given the authority and/or respect to make the final recommendation and decision on the best course of action under the law to serve the client's interests. Or the service partners are called upon too late and are used to put out fires, rather than to prevent fires.

Some equity partners feel subject to every whim of their largest clients and so dependent on those clients' business that they can't create balance in their work week, have time to develop a more diversified client base or have any peace of mind.

If any of these scenarios resonate with you, know that you are not alone. Here is a very basic outline of what some of my clients have done and are doing to have and feel more in control of their days and their careers.

Accept that you can't control other people.
Identify what you can control. ie. How you respond to others, how you react in situations, how you communicate, what you can do proactively, how you deal with distractions, etc.
Make a plan. Write down what actions you can take, and when you will take them, to have more effective control over the things you can control.

For example, stop ceding control over your time management to other people when they interrupt your concentration and commandeer your time by coming into your office while you are working. I have a sense this happens to a lot of lawyers, regardless of the stage of their career. Keeping your door shut all day is one technique but it doesn't stop everyone and it can be isolating and not as pleasant. So try something else. Instead of stopping your work every time someone steps in without asking if you are busy and/or without waiting for an answer, have an answer or question ready.

"Yes, I'm working on something right now. Can we talk [in 30 minutes, at 11:30, this afternoon at 1:00?]"
"Can this wait until this afternoon? I want to finish what I am working on."
"Yes, I would like to work with you on this project and we should talk about when you need me so that we allocate enough time. I have four matters to finish by Wednesday and I don't want to hold up your project if you need it sooner."

If you wish that an assigning lawyer would give you clearer instructions about a research project or motion and brief so that you don't spin your wheels or head off in the wrong direction, or the assigning lawyer doesn't change course on you, consider what you can do to get clarification without asking the assigning lawyer to do more work. How about summarizing the assignment in an email, even like a question presented, and asking for confirmation to make sure that you understand and don't waste time or the client's money?

If you wish to be involved in matters from the start, or you want to handle cases in a more organized way as you move through pleading, discovery, motion and pre-trial stages, consider whether and how to define and communicate what your role will be on the team. Instead of simply reacting to others, think about where and how you can be proactive to create order and have more control over what you do and your role in the bigger picture.

If you would like coaching to start having more control over your work day, practice and career, please contact me.

Different Job Ideas for New Lawyers?

2010-05-24T11:39:00.000-04:00

I saw these supposedly real life examples for new lawyers in a comment to an AboveTheLaw.com posting. The article doesn't tell us anything new but I thought the comment's examples of treating your law degree like some other kind of advanced degree in this economy are worth sharing.

* "Interested in business: One of my classmates got a job as a closing agent with an escrow company, worked her way up to part-time in-house counsel, then CEO, then owner, now retired with a lakefront home. Treat your law degree like an MBA and apply for the same type of jobs."

* "Interested in government: One of my classmates got a job as a clerk in the county assessor’s office, then a manager, then ran for the state legislature and served a term, then into private practice with a mid-sized firm with a land use and government relations focus. Treat your law degree like a Masters in Public Administration and apply accordingly."

Most careers now, in the law and elsewhere, are more like marathons than sprints. They require endurance for the long haul.

Tools for Women Lawyers Seeking a Raise

2010-05-18T10:31:00.000-04:00

Following is a link to and points from a New York Times article that track a panel discussion at the Women Lawyers Association of Michigan state annual meeting and conference focusing on pay equity and compensation for women lawyers on May 15.

http://nyti.ms/aiiPX8

I received this news link this morning from Dave Winter, senior shareholder and former managing shareholder of Sommers Schwartz, who was a panelist at the WLAM state annual meeting and conference. Thank you, Dave.

The "toolkit" in the article includes the following advice for women seeking a raise. I've added a few pieces of information from our panel discussion for women lawyers on increasing your compensation and obtaining creative work arrangements.

Be Proactive. If you think you deserve a raise, don't just sit there and assume someone will notice and give you one.

Be Prepared. Have clear information about how much to ask for.

Specifically, gather information from the Internet, from NALP forms at law schools, possibly from your State Bar's economic survey results which may give you general demographic-based information, from peers, not just from women peers, from mentors within your firm and elsewhere, and experienced lawyers outside your place of employment, etc.

Tailor Negotiations. The article suggests that you state why your request for a promotion or raise is appropriate and also how it makes sense for the organization. Focus on the organization.

Anticipate. Envision your boss' objections and your responses.

Negotiate at home. Think about how the raise or promotion will affect your personal life and resolve those issues.

Be Creative. Consider alternatives like flexible work schedules.

As one panelist discussed at the annual meeting Saturday, consider negotiating to be paid on an hourly basis, based on your billable hours, rather than on some reduced schedule like 80% hours for 80% pay. This frees you up from working full time some weeks while only receiving 80% of a full time employee's pay, and it allows you to bill fewer hours some weeks without feeling guilty and behind on your hours. You are compensated for the hours that you bill. This was the first time that many lawyers present had heard of this idea and that it has worked successfully.

If you have thoughts and other ideas to share, please do so.

If you would like coaching to help you make more money, please contact me.

Job Posting: Bankruptcy Court, ED MI - Staff Attorney

2010-05-14T09:34:00.000-04:00

A vacancy announcement for a Staff Attorney has been posted on the Bankruptcy Court (ED MI) website (link below). The announcement is open to all qualified candidates and closes Monday, May 31, 2010.

http://www.mieb.uscourts.gov/generalInfo/Staff_Attorney_10-03.pdf

Do As Your Mother Says

2010-05-09T13:13:00.000-04:00

On this beautiful Mother's Day, consider how the most basic habits you learned from your mother as a young child serve you today in your professional life as a lawyer. This list is in addition to obvious wisdom like work hard, apply yourself and always do your best.

1. Make your bed every morning.
2. Pick up after yourself.
3. Tell the truth and own up to your mistakes.
4. Stand up straight, speak up & look people in the eye.
5. Don't disparage other people.
6. Finish what you start.
7. Be helpful.

Perhaps there is a place for "put on a sweater" (said when she was cold) and "zip up your coat" on this list as well.

Have a little fun today thinking about these as actual habits in your career or as metaphors for elements of your daily practice. Consider renewing your commitment to them professionally and personally. Your mother would be proud.

Women Litigators - Opinions from One Panel of Women Judges

2010-05-05T14:51:00.001-04:00

Here is a May 3 article from The Legal Intelligencer about a panel discussion by women judges at the ABA's Women In Law Leadership Academy last week.

I don't agree with some of the opinions and generalizations about women litigators. Do you?

http://www.law.com/jsp/pa/PubArticlePA.jsp?id=1202457541933&Judges_Give_Perspective_On_Female_Litigators&hbxlogin=1&loginloop=o#

Event Networking - Another Example of What Works & Why

2010-05-04T16:54:00.000-04:00

I spoke about event networking yesterday to lawyers in the Macomb County Bar Association. Before the lunch started one of the lawyers asked me a question about my blog post "Elevator Speak: What Not To Say". Yet as I began the event networking discussion, that lawyer, and others, admitted she is reluctant to start talking with strangers and that she doesn't like going to networking events. When I showed surprise because she had been very direct in starting a conversation with me, she said she had had no problem because she was curious. I couldn't have planned a better answer and segue.

CURIOUS. CURIOSITY. Being curious about other people is a key to talking with complete strangers. This lawyer was curious about me so she started reading my blog. Because she was curious about a post, she asked me a question. I was curious about the group and their networking challenges, so I asked them questions. They asked each other questions. Several of them kept talking with each other afterwards. It's curious. . . pretty effective networking at a lunch & learn about event networking.

If would like coaching to help you be more comfortable and effective during event networking, please contact me.

2 Job Postings - USDC, ED MI

2010-05-03T19:25:00.000-04:00

One full time and one part time staff attorney position at the U.S. District Court for the Eastern District of Michigan. Posted May 3. Close June 2.

http://www.mied.uscourts.gov/Career/employment/positions/10-08%20Staff%20Attorney%20JSP%209-14%2004302010.pdf

Elevator Speak - - What Not To Say.

2010-04-30T13:16:00.000-04:00

Riding in an elevator this week I ran into a lawyer I used to know a little bit. In the space of about 25 seconds of small talk he made two thoughtless remarks. His second remark left me at a loss for words.

Afterwards I realized that his carelessness came from his own current state of mind and could have landed on anyone. I just happened to be the one in the elevator with him at that moment.

Some marketing people focus on elements like elevator speeches. When coaching lawyers about marketing and business development, I keep coming back to the importance of building relationships and using relationship skills. This incident made me think again not about elevator speeches but about relationship skills.

Take a look at your personal interactions and your relationship skills, regardless of whether you are talking with someone on an elevator or elsewhere. Are your interactions positive or negative? Are you a bucket filler or a bucket dipper?

For more on the power of positive interactions, see Rath & Clifton's classic How Full is Your Bucket? http://strengths.gallup.com/114079/Full-Bucket.aspx

I wonder how that lawyer's relationship skills are serving him in his effort to rebuild a book of business.

If you would like coaching to work on your relationship skills, or your 15 second self-introduction/elevator speech, please contact me.

Lucky Charms? Really?

2010-04-29T09:41:00.000-04:00

A Wall Street Journal article yesterday on new research that suggests how lucky charms help people perform better:

http://online.wsj.com/article/SB10001424052748703648304575212361800043460.html?KEYWORDS=good+luck

Doesn't this just boil down to how lucky charms boost some people's confidence, and increased confidence helps improve personal performance?

Instead of, or in addition to, believing in luck, what can you do to boost your confidence?

Be More Machiavellian, Less Altruistic?

2010-04-27T10:45:00.000-04:00

This NY Times article considers how traits like Machiavellianism and aggressiveness may have a direct impact on compensation and play a role in pay disparities between genders.

http://economix.blogs.nytimes.com/2010/04/26/do-nice-gals-finish-last/?src=me&ref=business

I don't advocate becoming Machiavellian but I do urge you to consider your own personality traits and strengths, and whether and how you can become a better advocate for yourself , regardless of your gender.

For example, I recently coached a lawyer client on how she always shines the light on other lawyers she works with and away from herself. As she talked about her preference to stay out of the light, she realized that by so doing, she actually reinforces for others and herself the impression that she is insignificant. Like other lawyers and other people, she is beginning to learn that appropriately sharing success stories does directly affect how others view her.

Try out a few different ways of projecting more of an image of success in the next few weeks and notice what happens. See if you notice a difference by June.

Of Bucket Lists and Bucket Brigades

2010-04-24T14:52:00.000-04:00

Last night a lawyer friend of mine crossed an item off her bucket list. The diva, aka "Rachel Rules", channeled Aretha and others for an hour at a birthday party for herself. R-E-S-P-E-C-T....

Rewind. The idea started to take shape where many things do -- in a bar. During the afterglow of a bar association dinner two months ago, Rachel shared with a handful of friends that she has always wanted to sing live with a band at least once. The second anniversary of her 50th birthday was fast approaching and her years of karaoke were not going to count.

Among those of us present was a multi-talented lawyer on whom Energizer modeled its bunny. He got going bright & early the next morning, calling Rachel with a list of suggested lawyer musicians just as she lay wondering why she had revealed this particular item on her bucket list of things to do. That afternoon he showed up at her office with a potential playlist of songs. American Idol fans volunteered their availability as potential backup singers and musicians. The Ann Arbor legal community was abuzz.

Fast forward to last night. The club's lights spun, the dry ice drifted, the band rocked and Rachel ruled. Rachel had a great time. We all did. You can't go wrong when you open with Mustang Sally and work in a costume change.

Take a look at your own bucket list. What's on it? Who's in your brigade? When will you get started?

Personal Wellness on Earth Day: Headsets, Standing & Tungling

2010-04-22T14:44:00.000-04:00

Odds and ends to contemplate for your own wellness on Earth Day.

Headsets & earpieces: I recently coached a lawyer client a tiny bit around headsets and earpieces. Her back problem isn't helped by holding a telephone to her ear with her hand or shoulder for long periods of time. Her consideration for her colleagues on either side of her office keeps her from using the speakerphone, even with the door closed.

Many people dislike looking as if they are taking an order at a drive-through. Others dislike wireless earpieces in public because all of a sudden the man next to you is either talking to himself, to you or is on his phone. It's annoying.

I use a headset I bought at RadioShack for about $30. It plugs easily into my land line handset and my cell phone. It works well and I haven't even seen any gawkers when I wear it occasionally in the car. It works much more reliably and without the static and other noise that I experienced with various wireless type earpieces.

Try a headset or an earpiece in your office if you are concerned about your back or posture. But by "in your office", I mean within the walls that form the working space that contains your individual desk and telephone. Don't walk around in the halls or stand over your trusty administrative assistant while talking on the phone. You will drive people crazy. This reminds me of one of my former partners who had a reeeeeeeeeally long telephone cord on his phone so that he could be on his phone and stand out in the hall at his secretary's desk at the same time. It drove her crazy.

Standing: I read something last week about how people who stand on the job burn more calories than those who sit. I don't think I'll make standing the key component of an exercise plan, but this bit of information did make me question why I always sit while coaching my lawyer clients on the phone. I can't recall where I read the article, but I just Googled the topic and the results include a suggestion by the Mayo Clinic. http://www.mayoclinic.com/health/office-exercise/sm00115 So stand while talking on the phone sometime. Improved posture, better circulation, burnt calories. What's not to like?

Tungling: I learned about http://www.tungle.com/ this morning from a lawyer I know in town. It's a free online scheduling tool for making appointments and avoiding doublebooking and email tag with your clients and other people. The website doesn't reveal what "tungle" means (!), but it does have a short video demonstrating how the tool works. I haven't used it or tried it, but it looks easy and my lawyer friend likes it. Check it out.

Don't Let The Clock Run Out.

2010-04-19T19:03:00.000-04:00

Where does business come from and how soon will it come? How long does it take to build a practice?

I don't know the specific answer for you to these questions. But I do know that business comes from picking just a few marketing activities for your niche, and doing them consistently, over and over again. It comes from developing name recognition and a solid reputation. It comes from developing credibility and trust. A sustainable practice does not come without these elements.

A newer lawyer I know is closing her practice. She got to the end of her financial resources just as she decided to pick a subniche, identify her ideal client base and start to learn how to reach it through focused networking and marketing. Smart, energetic and passionate, she ran out of time too soon.

If you don't have any idea how to start doing and developing these things, contact me or another lawyer coach. I give complimentary 30 minute coaching calls so that you can experience the benefits of coaching. We can get you going. I don't want you to run out of time.

Do You Know?

2010-04-19T17:43:00.000-04:00

"Do you know where you're going to?
Do you like the things that life is showing you?
Where are you going to? Do you know?"

"Do you get what you're hoping for?
When you look behind you there's no open door.
What are you hoping for? Do you know?"

-Diana Ross

Law students, recent graduates and other young or newer lawyers often tell me that they are too new to pick a practice area, they don't know what kind of law they want to practice and they don't know where they are going. They just want a job, or to open a practice, or to start getting more clients.

They have no idea what they want, what to get into or how or why to choose an area or two for practice. Like many lawyers, new ones and experienced ones, they are afraid to pick one or two practice areas and say no to other areas and other potential clients because they may be turning down an opportunity to get paid. They know this can lead to a serious juggling act trying to be a jack of all trades and providing an answer to everyone, but they are young, energetic, eager and in need of money. It often leads to unfocused marketing, wasted time and money, exhaustion, frustration and burnout. It doesn't lead to top of mind awareness with potential clients or referral sources.

In contrast, a lawyer I met last week at the sports law conference said that she thinks the key question to ask yourself is not what kind of law you want to practice, but who do you want calling you? Who do you want to work with? I think it's a more personal way of asking yourself who you want to represent.

Yes, this question may lead to the same answer as what kind of law do you want to practice, but it may get you to the answer a lot sooner and with a better understanding of why. You may not know enough about practice areas to know which to choose, where there is going to be growth and opportunity and which area is well suited for you. But from your life experience, you probably have some idea about how you relate with people and with whom who you might like to work.

If you are already established as a lawyer in a practice area, I think it's also a very good question to use to develop a niche within your area of practice. The answer can help you refine and really focus your marketing efforts and resources.

If you are an estate planning lawyer, what demographic do you want to call you? If you are a business transactions lawyer, what type of business owner do you want to call you? Small, medium, large, startup, fairly new or established? If you are a divorce lawyer, who do you want calling you? Young marrieds, older couples, established and wealthy, up and comers? If you are a criminal defense lawyer, do you want to represent everyone, or do you want to work with young defendants, only defendant charged with felonies, juveniles, all in one county or across multiple counties, etc.? Even think about who you want calling you and working with you as referral sources.

Who do you want to work with? Who do you want calling you?

If you would like coaching to start identifying your ideal potential clients and develop more business, please contact me.

Learning a New Game

2010-04-13T07:12:00.000-04:00

"It's a different ball game out there now." "The rules of the game have changed."

These cliches apply to how some lawyers perceive marketing and business development in the last few years. Some lawyers might be thinking things like "I've never had to play this game before." "I don't know how to play." "I don't want to play." "Why do I have to play?"

Learning a new game can be harder now than it was when we were younger. As children, learning a new game was relatively easy. Our minds were still relatively empty, uncluttered by a long life of experience and accumulated knowledge. Free from a history of successes and failures. We were willing to take chances because we didn't know we were taking a chance. We were unhampered by "what if's" and "yeah, but's". Now as adults we know more. We are cluttered, hampered and often unwilling or reluctant because taking chances and making changes are hard things to do. As lawyers we are used to doing familiar things and doing them well. We don't like the idea of doing something new at which we are not yet skilled. We might fail. We might look foolish or incompetent.

So what can we do to help ourselves learn a new game, take a chance, make a change? Although it's not always easy, here's a basic game plan that works for many of my lawyer clients and other people, including myself:

1. Know what you want to change and why.
2. Identify the benefits and rewards.
3. Make the commitment to change, to learn the new game.
4. Learn the rules. Prepare, prepare, prepare. Then prepare some more.
5. Join the game. Take the plunge. Start.
6. Self-assess and evaluate as you go along and afterwards.
7. Congratulate yourself for joining the game, taking the plunge, doing something new.
8. Identify what you did well and congratulate yourself.
9. Identify what you will do differently next time.
10. Rinse and repeat.

Recently I had an uncomfortable evening playing euchre at a friend's euchre tournament. (The party was lovely and the players were friendly. The discomfort was my own. ) Another friend had taught me the basics in the last two weeks so that I could participate. I was tense and quiet doing something new in which I had no real skill. I knew I was the only rookie. I had to concentrate so much that I couldn't do the things that come more naturally to me like getting to know new people. That internal conflict made me even more uncomfortable. I made several mistakes during the evening. But of course by the end I had learned a lot, and after the cards were over I relaxed and had a good time.

My sister asked me if I'll do it again. Even though the idea still makes me physically uncomfortable, I will. I can use my game plan. I know I'll get better only with practice and by playing.

For now, I hope that this experience makes me a better coach and a better friend. I appreciate again how hard it is to take a chance and do something new with the fear that we could fail or look foolish.

Communication Spring Tune-Up

2010-04-10T12:16:00.000-04:00

Give your communication skills a spring tune-up. Check out the advice toward the end of this article to help you with common stereotypes, perceptions and the fine line that women leaders and managers often have to walk. Although this article focuses on women, it can apply to anyone.

http://www.nytimes.com/2010/03/07/jobs/07preoccupations.html?ref=jobs#

Tune up your communication skills and you will tune up your relationship skills. Better relationship skills lead to business development success, as well as more effective teamwork, management and leadership. Of course, they work in your personal life as well. I know this firsthand from the lawyers I coach!

Top Five Lawyers Who Were Great College Hoopsters

2010-04-06T22:04:00.001-04:00

I saw a reference to this posting tonight and checked it out. Being a Michigan Wolverine and having routed for Butler last night, I skipped #1 and went straight to #2. Make sure to watch the video. Fortunately and/or unfortunately I was at that championship game in 1993.

Top Five Lawyers Who Were Great College Hoopsters

Speaking of sports law related careers, don't forget about the Sports Law Conference on April 16 in Ann Arbor about sports law related practices and careers. See my March 13 post for more information.

Posted using ShareThis

"Six Thinking Hats": Using Different Perspectives To Make Better Decisions

2010-03-16T10:52:00.000-04:00

As a lawyer coach, I often ask my clients who are feeling stuck or particularly challenged to look at their challenges from various perspectives to find one that fits and gives them opportunities and ways to move forward. By using different perspectives, my clients have found fresh ways to tackle various challenges. These have included discomfort with networking events such as chamber or business association gatherings, with marketing themselves and describing what they do, with billing all of their time, with developing a peer relationship with their more senior colleagues, with telling success stories, etc. Some of this perspective work includes metaphorically putting on different hats and thinking like an entrepreneur, a partner, a rainmaker, a leader, etc.

A lawyer reminded me this morning of another use of perspectives called "Six Thinking Hats". This is a decision making technique developed by Edward de Bono in his book "6 Thinking Hats." http://www.edwdebono.com/ See also ttp://www.mindtools.com/pages/article/newTED_07.htm The "hats" are a tool for looking at a decision from all points of view in order to make a better decision. Much like the perspective work my clients use, using the perspectives embodied by the Six Thinking Hats pushes people outside their habitual ways of thinking. Taking more perspectives into account results in better, sounder decision making.

You can "wear" these hats yourself when you are making an individual decision, and you can actually distribute colored hats to be worn by people in your group during a decision making discussion.

Here's a very quick snapshot of the perspective and thinking represented by each hat.
White Hat: focuses on the data available.
Red Hat: focuses on intuition, emotion, gut reaction.
Black Hat: focuses on negativity, pessimism, caution, worst case scenario.
Yellow Hat: focuses on positivity.
Green Hat; focuses on creativity.
Blue Hat: focuses on process control. The leader of a group making a decision might wear this hat.

Lawyers are trained to think logically and rationally, making decisions based on facts and the law. The challenge: take off your purely lawyer hat and put on these six hats the next time you face a big decision individually or as a group. Notice what happens to the quality of your decision making and/or also the effect on the group dynamics.

2010 Sports Law Conference on Sports Related Practices & Alternative Careers

2010-03-13T11:28:00.000-05:00

A lawyer/lecturer friend of mine at the University of Michigan's Division of Kinesiology has put together a terrific lineup of presenters at the 2010 Sports Law Conference on sports law careers. Open to lawyers, law students and all interested persons....

Registration is now open for the 2010 Sports Law Conference: “Recent Developments in Sports Law Careers and Practice.” The Conference will be held Friday, April 16, 2010, 9:00 am - 4:30 pm, at the Marriott Courtyard, Park Place Ballroom, in Ann Arbor. MI.

Presenters include expert practitioners in all aspects of Sports Law, including agents, in-house league counsel, front office management, NCAA rules compliance, Title IX litigation, and sports law teaching.

A cocktail reception will follow for all presenters and attendees @ 4:30 pm.

Discounted fees are available for all early registrants through March 19. Online registration is immediately available at the following website: www.regonline.com/misportslawconference

For a copy of the brochure and further information, please contact 2010 Sports Law Conference Program Coordinator Marissa Pollick at mpollick@umich.edu.

You can also contact me for a copy of the brochure. elizabeth@yourbenchmarkcoach.com

"Resisting The Urge": Today's Real Life Lesson in Networking

2010-03-11T20:29:00.000-05:00

On December 18th I posted a challenge to resist your last minute urge to skip an event you had planned to attend. I adhered to this challenge again today and am glad I did.

Late this afternoon I almost didn't go to a get-together of the local new lawyers & criminal law sections. No rsvp had been necessary and I hadn't told anyone I was going. I had a coaching call at 7:00 p.m. I needed to be back for and I knew I could attend for only less than an hour. However, I had a couple of suits ready to contribute to the event's "suits for success" drive and I knew I could get there, be there and be back in plenty of time. So I went.

As it turns out, a free lance reporter for the local online paper was covering the event and interviewing people who brought in suit donations. One of the organizers directed him my way. Fortunately, or at least hopefully, between the two of us we managed to come up with something a little snappier than "I got a notice from the county bar association so I brought some suits."

In addition, I learned some helpful information from the reporter that I can use in coaching my lawyer clients who are enhancing their marketing efforts. I also had a bite to eat for dinner, met a few new people and caught up with a few I already know. A nice and useful forty minutes.

My comments may end up on the virtual editing room floor, but if I hadn't resisted my last minute urge not to attend, I wouldn't have even met the reporter or learned information I can share in my lawyer coaching.

p.s. As it turns out, I made the cut....
http://www.annarbor.com/news/washtenaw-county-bar-members-launch-program-to-dress-parolees-for-interviews/#

Networking 101 for Law Students & Lawyers, Part Three, Specific Concerns cont'd

2010-03-09T07:13:00.000-05:00

Ending a conversation & moving on. While speaking with a group of three law students for several minutes recently during a women lawyers happy hour, one of them looked me in the eye, smiled, extended her hand and in a confident voice said something like "Thank you for sharing your networking advice. It's been fun talking with you." I laughed and acknowledged her directness as she stepped away to talk with other people. The rest of the group shook my hand and moved on as well. The law students had learned how to end a conversation so that they could meet more lawyers at the event.

Until they practice it, a lot of people are uncomfortable being this direct. For some people it at least feels better to offer an excuse to end a conversation. But many people never gather the courage to disengage from conversations at all. Instead they forgo circulating, meeting and getting to know other people even though that is often the purpose of the event or at least standard behavior during the networking time or cocktail hour at an event.

At the other extreme, some lawyers I know take a very direct route and simply say "excuse me" and leave the conversation. People have said this to me and personally I find it a little jolting. Therefore, I prefer to acknowledge the other person with whom I have been speaking. It feels polite and like something my mother would approve.

Tips for exiting a conversation.

After you, not the other person, finish saying something -
Smile
Shake the other person's hand
Look the other person in the eye
Say something like "It was nice to meet you. I enjoyed learning/hearing about . . . . Thank you." You are acknowledging and thanking the other person.
Move away confidently.

Be confident and direct. Be pleasant. Be gracious. But above all, be yourself. Therefore, if it was not nice to meet this person, follow steps 1-4, tell them you hope they enjoy the rest of the event, and then move away confidently. Say hello to start talking to someone standing alone or join a group where someone steps back to make room for you.

Exiting a conversation can feel unusual and it takes practice. But like other aspects of networking, and like public speaking, it gets easier with practice.

Networking 101 for Law Students (& Lawyers), Part Three, Specific Concerns

2010-02-15T17:58:00.001-05:00

Last week I spoke to law students again at the University of Michigan Law School. This time the topic was event networking. A few specific concerns came up that I'd like to share here in a few posts. This advice applies to lawyers as well as law students. I coach some of my lawyer clients on similar kinds of networking challenges, even those who have been practicing law for many years.

Is it okay to ask a lawyer for her card? Short answer: Yes. Longer answer: Yes, yes, yes.

The student who asked this question was concerned about bothering the lawyer, and thought that perhaps a better thing to do would be to look up the lawyer's contact information later on the Internet. That strategy might fail if the student forgets the lawyer's name or doesn't have the correct spelling. That strategy also doesn't alter the student's belief that he may be bothering the lawyer by contacting the lawyer later. Keep in mind that you are talking with business people. This is ordinary behavior that is anticipated at business events and even at social events. (Don't be dissuaded by the surprising reality that many lawyers forget to carry their cards or carry just a few. They're just not savvy yet.)

Also, keep in mind that many people are flattered if you ask for their card. Even though they may know that you are looking for a job and they have none to offer you, they can still feel flattered that you value their advice or experience. And who knows, maybe you, a law student, will have business to refer to them now or later, or perhaps you will provide value in some other way. We never know. Networking is about building relationships.

LinkedIn for Lawyers - A Few Personal Tips

2010-02-08T11:26:00.000-05:00

Here are a few thoughts I have every time I get a LinkedIn invitation:

1. List your area of practice, rather than just associate, partner or lawyer at ABC Firm, in the "headline" space below your name. It will appear whenever your name appears. Let people know what you do as a lawyer. Make it easy for them to see and remember your practice area. This is marketing. This is developing name recognition for something specific as a lawyer. If you are afraid to list a specialty because you believe it will close the door to other potential legal work, consider how many other generic "lawyers" you are competing with in the same geographic region on LinkedIn. Are you willing to miss out on the legal work you really want to do in order to take anything that might come your way? Do you want to stand out or blend in?

2. When you send or accept a LinkedIn invitation to/from someone you know, consider the value of personalizing it with a few more sentences. Notes like that are easy, fast and free. Notes like that help you maintain relationships. At a minimum they say "I'm thinking about you personally rather than as just another name to add to my list." To me it's like the difference between an annual holiday card from a lawyer with (a) just a signature (and who knows who actually signed it) and (b) a signature plus a few sentences or even a single sentence as simple as "Elizabeth, I hope all is well with you" or "Elizabeth, I look forward to working with you again soon", etc.

3. If you send a LinkedIn invitation to someone you don't know, personalize the invitation. I don't accept all LinkedIn invitations and I don't accept invitations from people I don't know who don't even introduce themselves and say why they'd like to connect, where they saw me speak, where they met me, or if they know someone I know, etc. Imagine an in-person "networking" event where no one is allowed to speak. It's simply a business card exchange. How would that event serve you in terms of building relationships?

Remember that networking is about building relationships. Use your relationship skills.

Time Management: Procrastination, Part I

2010-02-03T16:20:00.001-05:00

I coach several of my lawyer clients on various time management challenges. For some, this includes procrastination. I have a few clients who are sure they are the biggest procrastinator in the world. I assure them they are not in the Top 10 but they are probably close. I believe there is an endless universe of procrastinators clustered just below the Top 10 worst ones.

You are not alone. Does that make you feel any better? Perhaps not. You know you procrastinate and you haven't broken the cycle.

People procrastinate for thousands of different reasons. I am not convinced it matters why you procrastinate. I believe that what matters is recognizing that you have a choice. You have free will. You can choose to do now what needs to be done.

A friend recently gave me a little book by Steven Pressfield entitled "The War of Art. Break Through the Blocks and Win Your Inner Creative Battles." Copyright 2002. http://www.stevenpressfield.com/ Pressfield, a fiction writer, wrote this book to show how he and we can identify, defeat and unlock our inner barriers to creativity.

Of procrastination, Pressfield writes:

"The most pernicious aspect of procrastination is that it can become a habit. We don't just put off our lives today; we put them off till our deathbed.

Never forget: This very moment, we can change our lives. There never was a moment, and never will be, when we are without the power to alter our destiny. This second, we can turn the tables on Resistance.

This second, we can sit down and do our work."

We can win the battle. This second, we can sit down and do our work.

Business Development: Clients Can Come From Unexpected Places

2010-01-30T07:12:00.000-05:00

Yesterday I spoke as part of a panel discussion about rainmaking for lawyers. We gave advice and shared examples of the ways we and other lawyers we know have developed business.

Among other things, we talked about how clients can come from unexpected places and sources.

Although we strongly recommend focusing your efforts on your target market and your niche, realize that business can and many times does come from somewhere else. You can't rely on this phenomena as a steady source of business, but it can supplement the results you get from your focused efforts and activities. Keep this in mind as you are out and about in your world, stay open to the possibilities and you'll experience this phenomena. This can happen regardless of whether you are a new lawyer or a seasoned one.

Here are a few examples of unexpected business opportunities from my career and the careers of lawyers I have known as colleagues, clients, co-counsel and opposing counsel.

1. A referral from someone who was the opposing party in a piece of litigation. The opposing party was so impressed with the skill and professionalism of his opponent's lawyer that he recommended that lawyer, not his company's own lawyer, to another company after the lawsuit concluded.

2. Referrals from associates at out of state firms. A young lawyer who joined the law department of a corporation asked her former firm for the name of the Michigan counsel the firm used as local counsel. While at the firm she had never worked on those matters or with the Michigan counsel, but she trusted her former colleague, an associate, who gave her the name of a junior partner in the Michigan firm. The inhouse counsel ended up hiring that lawyer and the lawyer got credit for bringing in that corporate client. The young Michigan lawyer's relationship with and service for the associate in the national firm led to this referral and origination. The inhouse counsel used the Michigan firm for all of her cases in the state and the Michigan lawyer received the origination credit for those cases.

3. Judges who leave the bench and take positions elsewhere have become clients of and referral sources for lawyers who have appeared before them and/or with whom they have become friends. This is because people, including former judges, do business with people they know, like and trust. Less well known is that former and active judges do get privately asked to recommend lawyers for matters that will not be before them. Whether active judges make such recommendations may depend on the judge and the jurisdiction.

4. Referral sources become clients themselves. Again, this is because people do business with people they know, like and trust.

5. Helping someone find a job. Many people who have done this naturally and without any ulterior motive have then found that they have a friend for life who never forgets how they helped in a time of need. The people you help in this way often do become excellent referral sources not just because they are grateful, but because they believe in you and they know you to be a high caliber individual.

6. Striking up conversations with people in the airport or on an airplane. A lawyer made a firm presentation to inhouse counsel at a major corporation as a result of offering cookies to a man who seemed to be listening to her conversation with her colleague in the airport. It turned out he was a lawyer and was inhouse counsel facing similar legal issues. He was also interested in the cookies being shared. The woman's ease in talking with strangers and her natural interaction with her colleague made a positive impression on the inhouse counsel.

Feel free to share your stories.

Common Sense in Conference Calls: Etiquette & Other Tips

2010-01-11T17:48:00.000-05:00

I'm no Miss Manners when it comes to etiquette, but a couple of conference calls with groups of lawyers today reminded me that "common sense isn't common." (Will Rogers)

1. Identity Issues. Say your name before you speak. Say it every time until you are certain that everyone recognizes your voice. "This is Elizabeth. I understand that . . . . " "This is Elizabeth again. My question is . . . . "

2. Identity Issues II. If you welcome someone else to the call by saying "Hi Kathy!" be thoughtful. Identify yourself. "Hi Kathy! This is Scott. How is your new year?" If "Hi Kathy!" is followed by a pause then a "Hi", it's a sure bet Kathy didn't recognize your voice or wasn't certain.

3. Breathing Space. Give others on the call room to speak. Think of it as breathing space after they speak. Listen when others are speaking and don't jump in while they are still talking. You certainly notice when other people do that to each other. If you are actively listening, you'll hear what they are saying and know when they are done. You'll acknowledge what they said, add your thoughts and move the discussion forward. If you jump in the second someone finishes, you can be sure they know you weren't listening. Instead you were thinking ahead to what you want to say.

4. Noise. Put your phone on mute when you are not speaking, especially if there is background noise at your end. Be sure to do this if you can't break your habit of allegedly "multitasking".

5. Connection. Call from a land line whenever possible.

6. It's a Meeting. Treat the conference call like a meeting. Start on time. Sign in on time. Introduce yourself. Be gracious and professional with others. Assist the organizer and the note taker. At the end, if appropriate, be clear about who is going to do what by when. Thank people. End on time.

A tip for setting up conference calls: I like to use http://www.freeconferencecall.com/. I don't have any affiliation with this company. I started using it a few years ago and it works for me. It doesn't cost me a thing. The call-in number and my access code always remain the same. I give out the numbers when I organize calls. No reservations are necessary. There is no charge other than each caller pays whatever cost, if any, their carrier charges them for the call. Since most lawyers and groups I work with have monthly calling plans that don't charge for individual calls, there is no separate charge for the call. I or the groups I'm part of don't have to pay an expensive conference calling service fee.

A tip for scheduling conference calls or other events: try http://www.doodle.com/ or http://www.meetingwizard.com/. I've used doodle.com and it has worked well to get lawyers to provide their availability for various potential event dates. As the event organizer, you state the potential dates and poll the participants on the dates. As the participants respond, they can see who is available on which dates and you can all identify the best date more quickly. It's easy, I promise.

Good luck with your conference calls.

A New Year & A Recurring Challenge - Time Tracking

2010-01-04T17:47:00.000-05:00

It's almost the close of business on the first business day of the new year and the new decade. My question for you is: Have you entered your time yet or are you behind already?

If you find yourself behind or you know you will be soon, instead of the same old same old, choose to start the year by learning to use and/or actually using time tracking software.

By making this choice, you will say yes to capturing and billing more of your time. You won't be as likely to lose track of how long you worked on something or what you did. You will have more accurate descriptions of the legal services you provided. You will use time productively instead of struggling days later to enter it or write it coherently for your secretary to submit into the system.

As with most decisions to make a change, you will also have to say no to some things in order to make the change. Consider what you will have to say no to in order to start using the time tracking software. Think about what obstacles are likely to stop you from making this change. Decide whether you can say no to those things.

Last, figure out who and what can help you get started and help you stick with this commitment to change.

The time tracking software is pretty user friendly now. Besides helping you bill more effectively, and thus make more money, it will actually save you time and frustration. Don't those sound like good reasons to make this change this year, right now?

2010 Planning: Goal Setting & Values Check

2009-12-28T17:42:00.000-05:00

Last week I posted how in December I ask my clients to review their past year and acknowledge 100 of their accomplishments. In December I also ask them to write next year's holiday letter - - as if they are looking back at the upcoming year.

When I do this exercise myself (as I had to assure one of my clients that I do), I start with a stream of consciousness or "scribbling" approach and write quickly without contemplation. I usually surprise myself with some of what I write about what happened in the upcoming year.

(A note about writing: one of my college English professors required weekly writings he called "scribbles." They were a page or two about any thought we had related to the novel we were studying. For some reason, calling them scribbles was liberating. I still often use this approach to get started writing.)

If you haven't set some goals yet for next year, or even thought about a New Year's resolution, set down that burden and scribble a 2010 Holiday Letter instead.

I think you will find it is a different way to discover your values and what you really want to accomplish in the upcoming year.

Scribble and see what unfolds for you in 2010.

Your Year In Review: 100 Accomplishments

2009-12-23T12:47:00.000-05:00

We're near year end. It's a time for year end awards like Person of the Year and retrospectives like The Year's Best and Worst [anything]. It's also a good time for the rest of us to review our year and acknowledge ourselves for what we did and who we were this year.

In December I ask my clients to give themselves a gift. I ask them to create a list of 100 things they accomplished during the year. As they make the list, they realize that they accomplished a lot more than they thought they did. And at some point in the list-making process, they usually realize it's not always about the "doing", it's also about the "being".

What does that mean? Make your list of 100 accomplishments and you'll find out.

You'll probably start with easy metrics related to work. At some point you will start thinking about all of the things you did in your personal life as well. Eventually you will get to more of who you were -- perhaps how you remained resilient, persevered, asserted yourself , met new people, were a friend or deepened relationships.

I know this is a hard assignment for people who were raised not to brag about themselves. If this sounds familiar, ask yourself what it is to brag.

You don't have to share your year end list with anyone. But do take the time and acknowledge yourself for what you did and who you were in 2009. A great coach I know calls this "savoring your year."

Give yourself this gift. Notice what happens when you do.

Business Development: George Clooney & Lawyers

2009-12-21T11:11:00.000-05:00

No, this post isn't actually about George Clooney, but it is about business development and job search advice that holds true for actors as well as lawyers.

Over the weekend I heard a brief interview with a local actress who has a bit part in George Clooney's new movie, Up In The Air. Apparently she plays an airline ticket agent with a scene with Mr. Clooney. Part of the movie was filmed in the Detroit Metro Airport. When asked what advice she would give to aspiring actors and actresses who want to be in such movies, she said "Put yourself out there, meet people, network." (And she wasn't referring to another way of trying to get to the top.)

So there you have it. Whether you are an aspiring actor or a lawyer trying to develop more business or get a new job, the advice remains the same: extend yourself, meet people and build relationships.

Business Development: Luck Is What Happens When . . .

2009-12-18T13:47:00.000-05:00

"Luck is what happens when preparation meets opportunity." (Seneca, mid-1st Century Roman philosopher.)

I was reminded of this saying this week after I congratulated three lawyers on getting new clients within the last week, and then, when discussing business development, three other lawyers told me that they weren't born into country club families and/or their relatives didn't own businesses.

The second group of lawyers shares a narrow perspective about how lawyers start to develop a book of business. We could name the perspective "I Don't Have a Book of Business Because I Wasn't Lucky Enough to Have Family Connections." I think it's a commonly held perspective about rainmakers and rainmaking. It's often a very strong self-limiting belief for lawyers.

If these lawyers shifted their perspective even slightly to "Having a Book of Business Depends on Luck", they might see some new ways to attack the challenge of getting more clients.

For example, if you believe luck is what happens when preparation meets opportunity, then (1) prepare, and (2) start improving your chances for opportunities.

I'll leave the preparation part alone for now, and focus on how you can increase your number of opportunities, and thus improve your rainmaking.

Are you always eating lunch alone (author Keith Ferrazzi says never do this), avoiding colleagues in embarrassment because of your hours and other statistics, wondering why referral sources have gone dry, letting friendships slide, shunning networking events, procrastinating over writing articles for industry associations, making no new friends (business or otherwise), always sending email but never using the phone, giving up on new marketing efforts after just six months?

Do you talk to strangers in the airport, in line at the grocery store, at your child's soccer game, at networking events? Are you getting involved in issues and organizations that you care about and becoming a leader? Are you letting your world know who you are, what you care about, and what you can do for people and organizations that matter to you?

Or do you assume and hope that people who know you and what you do will come to you when they need a lawyer, and that those who don't know you will somehow find you?

Creating opportunities boils down to putting yourself out there, meeting people and building relationships.

Here are a few recent success stories of lawyers overcoming their own resistance, putting themselves out there and increasing their business opportunities. One of my lawyer coaching clients joined FaceBook in the last two months and this week received a job opportunity through an old friend. Another reached out to reconnect with former colleagues and now is local counsel on a matter. A third befriended a quiet partner last week and now has a strong new champion. Another lawyer recently resisted a last minute urge to skip his law school reunion and now has a new relationship.

So here are my questions for you: What's the name of the perspective you want to have on business development? And what can you start doing to create your own "luck"?

I'll write more about "resistance" in a later post. For now, consider this challenge compiled from real life examples in the last two months, including the reunion one above.

Challenge: If you get a last minute urge not to attend an event you planned to attend, RESIST! Resist that urge. Even if you were always luke warm about attending, resist and attend. Notice what happens. See what business development opportunities are there. You'll never know who you might meet unless you go.

Keeping It Simple

2009-12-17T16:12:00.000-05:00

I went to a local "Bar" dinner in a nearby city this week at the encouragement of another lawyer. I didn't know if I would know anyone or what the format would be like - - I knew it wasn't a holiday party. I'm not a member, I couldn't find anything about it on the Web, and for several trivial reasons I almost didn't go.

It turned out to be an elegantly simple idea started more than 30 years ago by lawyers in the city who wanted to get together for dinner once a month. There are no dues, no officers, no bylaws, no applications. There is no program, no speaker, no website. The group has dinner at the same place every month. There is no charge. You pay your own drink tab but the dinner is covered. There were about 35 lawyers this month because of the holidays. I'm told it ranges from 15-40.

The only requirement is that when it's your turn every few years, you and two others split the restaurant bill in thirds. The restaurant has your name and bills you.

What a perfectly simple idea: people getting together with no agenda and no obligations. Just pay when it's your turn.

I sent an email to the woman who tells people when it's their turn so that I can go again and know that I'm in the rotation. I met a lot of friendly lawyers who made me feel welcome. I look forward to the next one.

Keeping it simple. Works for me.

Holiday Event Networking Tips & Beyond

2009-12-15T13:59:00.000-05:00

'Tis truly the season of holiday parties. I've been to three lawyer related holiday gatherings in the last week, with two more this week. It's not that I've been on the lookout for people violating the basic rules for holiday parties or for event networking, but I've noticed that generally a lot of people seem to be comfortable, meeting new people and having a good time. If you are not yet one of those people, here are some quick suggestions that go beyond the good advice about limiting your alcohol intake and dressing appropriately. That advice and these suggestions apply to all events anytime anywhere.

Before you go:
Identify the returns before you go. Knowing why you are going and what you want will motivate you to make the most of the event.

Practice your self introduction and read up on the day's news. Starting a conversation can be as easy as saying something about the event or the facility or asking what drew the other person to the event.

Put your business cards in your suit pocket or outer pocket of your purse. Always keeps some in your car in case you forget some for your suit or your purse, or you attend an event on the spur of the moment.

Arrive Early:
Scan the name tags on the registration table. Meet the organizers and host. Consider how you can help the event be a success. Put your name tag on your right lapel or to the right of where it would be. This makes it easier for people to read as they extend their hand to shake yours. Meet other people as they arrive, before they start breaking into groups.

During the event:
Focus on others instead of yourself. Try one of the following. Be gracious, act like a host, approach those standing alone and put them at ease. Connect people with others in the room. Have energetic conversations. Ask questions to engage people in something that interests them. This usually includes themselves. "How did you get started in your business? How would I know if I am speaking to a potential client of yours? What is your biggest challenge?" Listen well and twice as much as you speak.

If no one is standing alone, look for groups of 3 or more to join. People tend to pair up. A group with an odd number can be easier to join. Does someone appear to be disengaged in the conversation? Introduce yourself to that person. If you feel uncomfortable, move on and find ways to help other people.

Start conversations with people while in line for the food or bar. Smile and say hello, even if you are just passing someone. Spend time getting to know new people. You can talk with your friends and colleagues another time. Keep in mind your purposes for attending the event. Get the business cards of the people with whom you feel a strong connection. You do not have to get cards from everyone.

After the event:
Congratulate yourself for going, for arriving early and for what you did well. Consider how you can do things differently next time. Record notes and contact information for those people with whom you felt a connection. Follow up with them in timely, appropriate ways.

Best wishes for your holiday events!

What Color Is Your Success?

2009-12-04T12:58:00.000-05:00

As I entered recurring lawyer coaching appointments in Outlook well into 2010 for three new clients this week, I used my coaching color. In designer speak, it's a "warm" color. To me, it's a "happy" color. (Perhaps also a "hoppy" color.) It's also prevalent in my home.

As I see my calendar continue to fill with this color, I can easily assess the growth in my coaching practice over the past year. I can also easily compare it against the amount of green entries - - for obvious reasons - - for business development activities. The green quickly shows me when I spent a lot of time on business development, when there were lulls, and what lies ahead in 2010. Of course, because I enjoy these activities, they could be the happy color as well, or the coaching calls could be green. But systems help us stay organized and on track, and this one works for me. As these colors expand in my calendar, I see the benefits of what I've been doing and I keep moving forward.

So here are my questions for you: What colors do you want in your 2010 calendar? When will you start coloring?

Another good question comes from a discussion I had with one of my non-lawyer clients this week. She is a young engineer in a management position and we talked about delegation and developing a key direct report. Working with him on his role, she advised him to "do [this] and it will set you up for success the rest of the day." This struck me as so simple and yet so powerful that it felt like an absolute guarantee. I turned it around and asked what would set her up for success on her challenges every day. Since that conversation, I've used this process every morning myself. How about you? What thing can you do that will set you up for success the rest of the day?

Releasing Your Inner Writer

2009-11-29T00:22:00.000-05:00

Secretly harboring a creative writer? Actually a frustrated journalist? Always dreaming of the day you'll start writing your book? You're not alone amongst lawyers. Carpe diem. Take a cue from this blogger who credits a sibling for getting him going. It's about basketball and life. http://www.chasingthejam.typepad.com/. What's YOUR story?

Practical Tips for Networking in a Job Search

2009-11-28T22:00:00.000-05:00

A practical article from the WSJ on networking to find a job. www.blogs.wsj.com/laidoff/2009/11/24/landing-a-job-through-an-established-network

Moms-In-Law: A Kitchen Table Discussion...

2009-11-20T14:14:00.001-05:00

I'm facilitating an event in Detroit on December 1st called "Moms-In-Law: A Kitchen Table Discussion. Negotiating and Succeeding With a New Work Schedule."

Co-sponsored by the Women Lawyers Association of Michigan - Wayne Region.

December 1st
12:00 p.m. - 1:30 p.m.
Detroit

For more information: www.womenlawyers.org

Who's That? Self-Introductions At Meetings

2009-11-18T20:04:00.000-05:00

I went to two different bar association related events this week. One before work and the other at lunchtime. They both had 20 or so lawyers present. One was a collaborative meeting of various bar groups on diversity issues. The other had a speaker. At the start of the diversity meeting everyone was asked to introduce themselves to the group. When people came in later, they were asked to introduce themselves.

The speaker lunch program started without self-introductions. I know the reason was related to time - - that it would take time away from the hour available for the program for everyone to introduce themselves to the group. However, the difference in the effect on the subsequent discussions was palpable.

Introductions help people connect and relate to each other better. Even when you can't remember the person's name or position, it still helps that you heard it. You know that someone down at the other end of the table does some kind of municipal finance work. Or you've listened and perhaps realized someone else is the person you've been wanting to meet. You've listened and perhaps realized this is the person you've exchanged emails with or read about in the paper. Now you can put a face to a name.

Introductions at this sized event can take as little as 7-8 minutes total with as much as 20 seconds per person. Yet the effect on the membership present can be huge. People will start to get to know more people. A community feeling will develop more quickly. Using greeters or hosts ensures that new members will feel welcome and acknowledged. Then they'll be more likely to return, get active, bring other potential members, etc.

These suggestions aren't new and the benefits aren't limited to association type events. A few years ago self-introductions were used for the first time to start a meeting of partners from multiple offices who were all in the same good sized practice group in a firm. Not surprisingly, this new twist loosened everyone up and set a good tone for an open discussion of strategies for the group. It took a few minutes and perhaps seemed unnecessary to some, but it definitely made a difference to those people who didn't know everyone.

Ms. JD's 3rd Annual Conference on Women In The Law

2009-11-18T06:41:00.000-05:00

Check out www.ms-jd.org/conference for information on Avenues to Advancement, Ms. JD's Third Annual Conference on Women in the Law at Northwestern Law School. It includes more than 20 different panels on Saturday featuring lawyers and other professionals from across the country. Friday's student-only workshops on presentation and self-promotion had limited space and sold out.

The conference is co-sponsored by Ms. JD, the ABA's Commission on Women in the Profession and Young Lawyers Division, the Chicago Bar Association, NAWL and the Women and Law Committee of the Illinois State Bar.

And now here's the blatant plug for the Successful Interviewing Techniques panel . . . women from Baker & McKenzie, Cravath, Swaine & Moore, Latham & Watkins and yours truly, moderated by Northwestern Law School's Assistant Dean for Career Services.

Associates: Who Do You See In the Mirror?

2009-11-17T20:04:00.000-05:00

I coach a number of lawyers in the mid to senior associate category. Despite success as associates, they often realize that they still hold themselves back by thinking of themselves first as associates, rather than as lawyers or, more specifically, as someone's lawyer. This self image affects how they interact with more senior lawyers and partners, and with clients and potential clients. It also often influences how those people see them and treat them.

I've seen miraculous things start to happen when these associates make the conceptual shift to a bigger vision for themselves. I've seen it happening again this week. When they start to act more like lawyers than associates, they've started to receive more responsibility and get more respect. They've gotten better work. They've started developing ideas and working towards a focus in their practice. They're strengthening relationships with their colleagues and clients, and building relationships with potential clients.

When you step into a bigger vision for yourself, you start taking control of your career. What's there not to like about that?

I talked with another potential client in this demographic this week. I hope he looks in the mirror and sees what I see for him.

Powerful Questions

2009-11-17T12:54:00.001-05:00

This week, in a non-coaching context, I experienced the power of coaching questions to diffuse tension and start a productive discussion about an employee's performance. You don't have to be a coach to ask these types of questions.

What will help you do your job?
What do you need to get this [task accomplished]?
What do you need from us?
What can we do to help you to . . . ?

If these kinds of questions diffuse tension and open up discussions at work, how can they help your other relationships? What if you asked your spouse:

What can I do to help you . . . this week?
What do you need from the rest of us [to keep your sanity over the Thanksgiving holiday]?

Thoughtful questions to potential and current clients will elicit the same kind of information. You'll find out their pain and you'll realize what you can do to help them.

You don't have to be a lawyer coach to ask powerful questions, and you don't always have to wear your lawyer hat.

Networking 101 For Law Students, Part Two

2009-11-15T21:38:00.000-05:00

Establishing and Maintaining Relationships: What do you do after you have identified lawyers you want to talk to as part of your job search? First, remember that your networking is still about building relationships.

Therefore, regardless of how you contact the lawyer, instead of starting by asking whether the law firm or company is hiring, consider what will produce a longer conversation. Get to know the lawyer and the law firm, and let them get to know you. Doesn't this sound like getting your foot in the door? If you start by saying you are looking for a job and then asking whether the law firm is hiring, the conversation may end with a quick "no".

Your preparation helps you again. Think of ways to ask for advice and information, rather than asking immediately for a job. Tell lawyers why you are interested in talking with them and ask if they would be willing to talk to you. Let them know how long it will take. Thinking of this as information gathering and relationship building will build your confidence and also help you excel later when you have real job interviews. You can learn a lot if you are curious during informational interviews. And since it is flattering, people are more likely to respond to this approach and give you some of their time.

At the end of any conversation, ask if the person can suggest other lawyers for you to contact. This question can be more effective than asking to be kept in mind, or simply asking whether they know of any openings. By consistently asking for additional names, you can quickly build a list of lawyers to contact. Doesn't that sound a lot more promising, proactive and effective than waiting for job postings to appear?

I am a believer in hand written notes to thank contacts for their time and advice. If your goal is to set yourself apart, this will help. At a bar association board meeting last year, a member commented about the board writing thank you notes to our corporate sponsors: "I didn't think people did that anymore." My point exactly.

Stay in touch with your contacts with periodic follow up on the status of your information gathering and job search, and later, after you get a legal job. You can send short emails updating them. If it makes you more comfortable, you can make it clear that no response is required. Since no response is required, and people like to know that they invested their time well, there is little downside and much to be gained by staying in touch. You want to be in their thoughts if they later learn of an opportunity that would be right for you.

A law student asked me the other day about staying in touch with a lawyer in a law firm from which the student ultimately did not get an offer. The same approach can be used in this kind of situation. When you connect with people, you can follow up, tell them why you are interested in talking to them again and go forward from there.

Of course, you will use your own words and find a way that works for you. Networking for job purposes (and most purposes) takes time. Like public speaking and many other skills, the more you do, the better you become. Why not start building some relationships today?

Networking 101 For Law Students, Part One

2009-11-12T19:40:00.000-05:00

Today I gave a lunchtime presentation on networking to about 45 first and second year law students at the University of Michigan Law School. The term "networking" didn't even exist when I graduated from there 20 years ago. The event was called "Networking Without Fear!"

So how do you network without fear, or at least reduce your fear to an acceptable level of anxiety? I believe that the key lies in the words of legendary Michigan football coach Bo Schembechler when talking to his players about the only way they will defeat the opposing team whose players they must assume are just as big, strong and talented: "Preparation, preparation, preparation." Two of my former partners were players under Bo, and they use exactly the same mindset and approach in their cases to defeat their legal opponents. I believe that when something works for sports, it often works very well in other aspects of our lives as well.

What does preparation mean in terms of networking for law students? First, know yourself. Do a self assessment just like you would to prepare for actual job interviews. Identify your strengths, interests, values, unique attributes and the value you offer. Second, know what you are looking for. Something as broad as a job doing anything law related anywhere in the country? Or can you be more specific as to location, type of employer, area of practice? Do you want to work for a firm, a corporation, the government, a non-profit organization?

Know the purpose of your networking -- to find a job now and/or in the future. Short term and/or long term. Remember that networking is about establishing relationships. People do business with, and hire, people they know, like and trust. Be known, be liked, be trusted. Make friends. When you connect with people, you will know it. Don't just collect business cards. Remember that sometimes it takes time to make friends, to build relationships. Stick with it. (A bonus from this networking is that when you maintain these contacts after you get a job, you have a large network of people who already like you and may send you business someday- - business referral sources. Don't go to all this effort networking to find a job and then let the relationships lapse once you land one. You never know when your network may help you again. You may want or need a new job someday, perhaps sooner than you think. Getting business referred to you will always make your day.)

Third, conduct purposeful networking. Establish relationships with people in or near what you are looking for in terms of the type of employer, a particular firm or company, location, a practice area or specialty, etc. Review your existing personal network to see who you already know who fit those criteria. Your existing personal network includes your family, relatives, friends, classmates, family's friends, neighbors, colleagues at previous jobs, teachers, professors, people from your extra curricular activities, church, your kids' friends' families, etc. Then look at the next level of your network - - your law school's alumni. They are probably everywhere in every kind of position imaginable. Use your career services office & website, alumni office & website, LinkedIn, FaceBook, Martindale.com, and any kind of search available on the Internet to find them. Include your college alumni network and career services office and website resources. Look at the websites of the firms, companies, organizations, offices, in which you are interested. Do they include alumni from your law school or undergraduate institution? Identify those people.

If you are open to different kinds of employers in a certain city, and you don't know anyone, or want to get to know more people there, keep in mind that local bar associations are excellent ways to meet lawyers. There are city, county, women's, specialty, etc. bar associations everywhere. People in leadership roles within them tend to be particularly receptive to inquiries and interest displayed by aspiring, enthusiastic law students.

Next time - - Part Two of Networking 101: Establishing and Maintaining Relationships.