Archive for January, 2010

Rainmaking Recommendation #2 – Join and Join In

Posted on January 20th, 2010 in Coaching, Goals, Jaimie Field | 6 Comments »

What is your practice area?  Are you a member of the National and Local Associations which is related to this practice area? 

Most attorneys think that joining their state bar association’s (or the ABA’s) practice committee is going to bring them new clients.  While you may get a referral once in a blue moon from another attorney who might have a conflict of interest, you will get the most business by consistently networking, conversing and developing relationships with the business people who are directly involved in the industry.  

Take a minute; Search the practice area you are in adding the word “association” to the search and you will find the various associations which are related to that industry.  Then join. 

Most importantly join in – make sure you attend their local and state events, write articles for their newsletters, give seminars on your expertise, and create relationships. This will create new business.

 Rainmaking Recommendations are sent via email the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. http://www.marketingfield.com/

6 Reasons to Hire a Rainmaking (Business Development) Coach & Trainer

Posted on January 11th, 2010 in Coaching, Goals, Jaimie Field, Rainmaking, Training | 6 Comments »

This may come across as one big sales pitch for my business, but it truly isn’t.  I may not be the right Rainmaking Coach for you but with the many thousands of people who hold themselves out at Business Development coaches in the legal industry you can certainly find one who is.   

While I would love to see every Attorney out there successfully bringing in new business on a regular basis, I have no desire to work with those who aren’t interested in truly working to become thriving Rainmakers.  Neither I, nor any Rainmaking or Business Development Coach, can do the work for you.  We can only be someone who can help move you towards the success you are destined to be.

I will keep saying it over and over again until you believe it:  becoming a rainmaker isn’t difficult.  In fact, I truly believe “Rainmakers are not born, they are Taught. ©” (Yes, there are natural born rainmakers, but most attorneys did not go to law school to become rainmakers.)  Yet, today, if you are not a rainmaker, you either don’t have a job or you don’t have a practice. 

One of the questions I am constantly asked by prospective clients is:  “Why should I hire a Rainmaking Coach?”

I can give you at least 6 reasons to hire a Rainmaking Coach:

1)      Every superstar who has made it to the big leagues has a coach:  Regardless of the sport or even business, most people have had someone in their lives who has helped coach them to the top and continue to help them stay at the top. 

 2)       A Rainmaking Coach can provide unbiased feedback:   A coach should have no hidden agendas.  They can tell you when and where you are veering off course and try to steer you on the right path.

  3)      A Rainmaking Coach can help you define your vision:   Many Attorneys do not know how to plan their Rainmaking Strategies to obtain the clients they are seeking.  As a result, they perform marketing and business development activities in a haphazard fashion, on an intermittent basis,  and wonder why it isn’t working.  Your coach should be able to help you develop a plan which works for you and which you can do consistently.

 4)      A Rainmaking Coach can keep you on track:  Life has a tendency to get in the way.  With all of the distractions that can come with being an Attorney (and being a human being), sometimes business development gets put on the back burner.  A good coach will be able to help you separate the “have-to’s” from the “want to’s”, freeing up your time to do more Rainmaking activities leading to new business.

 5)      A Rainmaking Coach can keep you accountable:  Attorneys are at their best when they have someone they must answer to, whether it is a client, a judge, an opposing council, a board of directors.  The work gets done.   A Rainmaking Coach keeps you accountable for your activities, monitoring your progress and making sure you’re taking the actions necessary to become a great Rainmaker

 6)      A Rainmaking Coach can celebrate your successes and pick you up when you fail:  We all need someone to pat us on the back when we do well; conversely, we all need someone who will lift us up when we are feeling down.  Yet, in the business world we rarely get the accolades we deserve (even for the little wins) or have someone who can give us encouragement when things aren’t going as smoothly as we would like.  Your coach should function as someone who can do both. 

There are a plethora of reasons why you should think about hiring a Rainmaking Trainer/Coach – can you think of other reasons why having someone in your corner helping you grow your business would be worthwhile?   Do you currently have a Rainmaking or Business Development coach who helps you? Are you happy with the work they are doing?  Why or why not?  Please comment below.

A future post will show you how to find the right Rainmaking Coach/Trainer for you.

(In the interest of full disclosure, I have a coach with whom I work, Jana Groscost-Matthews who functions for me in two ways:  She is my both my business coach and spiritual coach.  Jana has a background in business development, accounting and spiritual development and she is helping me find a new way to approach my life and my business.)

Rainmaking Recommendation #1 (for 2010)

Posted on January 6th, 2010 in Goals, Rainmaking | No Comments »

 It’s a new year and a new decade.  You have the opportunity to change anything in your life you would like.  You have the chance to make this year everything you want it to be.  Don’t settle for the same old, same old.

Have you established your goals for this year?  This month?  This week?  This day? 

A few action steps (this should take less than 20 minutes of quiet time to accomplish):

Write down the top  3 goals you want to achieve this year in each area of your life:

  • Career and Financial
  • Physical and Health
  • Social and Cultural
  • Intellectual and Spiritual
  • Family and Home

Break these goals into manageable monthly and weekly targets.

Then spend a few minutes writing out at least  5 action steps you are going to take to achieve each of these goals.

Finally, perform one of these actions per day each day.

Rainmaking Recommendations are sent  to your inbox the first and third Wednesdays of the month.  We always start the new year with #1.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney and to sign up for “Rainmaking Recommendations” email please follow the directions on the Rainmaking Recommendations page of www.marketingfield.com

Cell Phone Etiquette for Attorneys (or anyone in fact)

Posted on January 4th, 2010 in Client Services, Jaimie Field | 7 Comments »

In 1992, when I graduated from law school and began working in the “business world”, cell phones were not as ubiquitous as they are today.  In fact, my first cell phone was a true brick:  it was the size, shape, thickness and weight of a brick – carrying it in my pocketbook caused excruciating shoulder pain.  I used it only for emergencies. 

cell_phone 2Now I, like many people, cannot imagine being without my cell and have experienced mild panic attacks when I realize that I got into my car and my cell phone was not in my purse or on my person.  I have even turned around and driven back to my home to get it. 

The cell phone has made it possible for us to never be out of touch.  And now with Blackberrys and Smart Phones, we can call people whenever we want, E-mail, text, send updates to our status on FaceBook, tweet to our Twitter feed, take pictures, send pictures, watch video, listen to music.  

But with it comes a total lack of etiquette as well.  

I was recently on a New York City bound train at rush hour and couldn’t help overhearing the conversations of the people on their mobile devices.  Of course I couldn’t help it – for some reason, when people are on their phones they lose the ability to modulate their voice levels.  (It always reminds me of that scene in the first Austin Powers movie when they unfreeze the lead character who had been cryogenically frozen for 30 years.)

Now in this particular instance I was listening to someone speak of their Uncle Joe’s liver transplant and how this holiday season is going to be tough since he is not allowed to drink anymore.  What do you think?  Too Much Information?

This got me to thinking about Attorneys and their cell phone etiquette (or in some instances, lack thereof).  I have been at lunches where a phone call has interrupted a perfectly wonderful conversation.  Then, I sat there while my attorney client had a 10 minute conversation right in front of me.  It is important to add that there was nothing that I heard from their end of the conversation that couldn’t have been said at a later time.

So here are my Cell Phone Etiquette Rules:

First:  (Unless you are also a doctor or drug dealer, someone in your family is in the hospital or you have a child under the age of 15 at home) If you are in a meeting or at an appointment, there is no call that is that important that you have to take it at that second.  Now before I get yelled at in the comments section, if you are a criminal attorney and one of your clients has been arrested, then yes, that’s an important call.  And yes, emergencies do come up.

Almost everyone I know has a Caller ID function on their phone.  You know who is calling and whether that call is important.  If you don’t know who it is and for whatever reason cannot allow it to go to voicemail, then answer the call, inquire as to who it is, and tell them you will call them back shortly. 

However, for every other call there is this lovely invention called Voicemail.  Let your voicemail pick up the call.

Second:  If you do have to answer a call for whatever reason, excuse yourself from where ever you are at that moment and walk away.  There is no reason to carry on a conversation with someone sitting in front of you.   Not only is this rude, it makes the person who is sitting in that meeting feel unimportant.  And for goodness sake, make it as brief as you possibly can. 

When you return from the call, apologize to the person with whom you were meeting for interrupting “but that call could not wait.”   They need no other information, just an apology.

Third:  Cell phones have come a long way.  You no longer have to scream into the phone to be heard.  Learn to speak in a modulated voice.   For some reason, people are even worse with headsets (hands free devices) as they don’t think any one can hear them on the other end of the line.

This also leads to a very important point:  Attorney-Client Privilege.  We live in a world where “Six degrees of Separation” or the “Human Web” theory is alive and well.  You never know who is sitting next to you or who they know or who they follow on FaceBook, Twitter, LinkedIn, etc.   “Gossip” is spread at a much faster rate now than ever before.   A conversation over the cell phone with your client in a public place could breach your duty to your client if someone overhears something private.  Be very careful of your conversations to the people with whom you are speaking you could be violating ethics rules. 

Fourth:  Texting, tweeting, answering emails, surfing the web, or any other activity that is being conducted on a phone other than talking is just as rude as taking a call.  Again, there is nothing that cannot wait 30 minutes to an hour for your meeting to be over.

Attorneys who would become livid if their client was texting, tweeting or emailing away, or taking phone calls during their meetings think nothing of doing it to their clients. 

What are your thoughts on this?

The Client Services Myth in Law Firms

Posted on January 4th, 2010 in Client Services, Rainmaking | 7 Comments »

Last week I went to dinner with my father.  We went to a place that we love and have been many times I times in the past because they have amazing steaks and burgers for relatively inexpensive prices.  The service is always very good, however towards the end of the meal, this visit, things seemed to break down. 

We ordered dessert and coffee.  When they arrived, we doctored the coffee with our milk and sweetner only to discover that the milk had turned sour and now our coffee was undrinkable.  Not spotting our server nearby, we called to another server who was bussing the table next to us and asked if we could get replacement coffees.  

The server (not our original one) gave us a disgusted look, continued to clear his table to get it ready for another party, and then walked away.  My father looked at me, and I at him wondering what, if any action would be taken.  Shortly, he came back to set his table and said that he had informed our server and she would take care of it. 

It took 10 more minutes before our original server was able to get fresh coffee and creamer to our table.   All the other server had to do was to remove our cups and bring new coffee and cream to our table.  However, we were not his table (and therefore wouldn’t be tipping him) so he was not going out of his way to help.  Let’s just say this left a bit of a bad taste in our mouths. 

However, I know, having waited tables and bartended during college and law school, that every restaurant claims they have amazing customer service.  Servers are told to help anyone who asks regardless of whether it is their table or not.  However, this rarely seems to happen.

Let’s extend this to the Law Firms out there. 

Almost every law firm (or professional services firm for that matter) declares that they have amazing client service procedures in place.  In fact, many of the top law firms have some wonderful little phrase listed on their websites or in their marketing claiming that “our clients’ come first,” “our clients are the most important to us” and the best one, “we strive to provide excellent client services.” 

I have even seen, on some law firm websites, a list of client service promises that the law firm makes.  

Yet phone calls and emails are not returned, clients are pawned off to associates without the clients’ knowledge, and attorneys can be downright rude to clients if the client is not behaving as the attorney would like him/her to be. 

BTI Consulting, in a survey ranking law firm – client relationships, recently provided a disturbing fact:  “87.1% of clients today admit that they will replace their current primary law firm if given a compelling reason.”  BTI concentrates mostly on Big Law, but if this is the case there, imagine how many clients would leave your solo, small or midsize practices?

These  are just a few ways to keep clients happy:

  • Respond to every client inquiry promptly:  I have a rule for my Rainmaking Consulting practice –   everybody receives a response within 48 hours (during the business week) of their contact with me.  Usually, I respond a lot quicker (and most of the time over the weekends), but you will hear back from me within that time frame.

 

  • Be honest:  The reason Attorneys do not respond to their clients when they call is that they don’t have an answer for them at that time.  Respond to them anyway.  There is no shame in saying: “I don’t know anything yet, but I will call you as soon as I hear something.”  More often than not, a client just wants to be reassured that you are still on the case; that they haven’t just become a cog in your wheel.

 

  • If you are going to hand the work over to an associate, tell your client.  Ask the client to come in to meet with both you and the associate.  Reassure your client that not only will you be supervising the case but that you implicitly trust your associate and the work they can do.

 

  • No matter how poorly a client may treat you, they are still your client.  Chances are they are stressed out by the legal matter which they are going through.  It is your job to respect your client and reassure them.  You can also politely ask them to treat you with the same respect you are showing them.  Being rude to a client will not only result in the same behavior being returned, but it may also result in the loss of a client. 

Rest assured that if you practice the same type of client service you would want, you clients will remain with you and are more likely to refer you to new client. 

What client service standards are you planning on implementing for your practice?  What other ideas do you have for great client service?  Comment below:

What’s going to be NEW in your New Year?

Posted on January 2nd, 2010 in Goals | 3 Comments »

2010-calendar

www.2010calendar.org

Happy New Year!   

Regardless of when you are reading this, you have the choice to make this year different from the last; this month different from the last month, tomorrow different from today.  In fact, you have the choice to make this minute different from a minute ago.

One of the most oft used quotes is:  “The Definition of Insanity is doing the same thing over and over and expecting different results.”  There are some who attribute it to Albert Einstein, some who attribute it to Benjamin Franklin.   It doesn’t matter who said it first, the fact is that it is a cliché which resounds with truth. 

While you can change any aspect of your life that you would like, however, let’s talk specifically about your legal career. 

 What do you want to change most about your practice?  Do you want more of the clients you with whom you would like to work?  Do you want more time off while still being able to increase your billings?  Do you want to change the focus of your practice? 

In order to make any changes, you have to decide what changes you want to make.  Really, it’s that simple.  (Many of the ideas that will be written in this blog will be simple, just not easy. It takes work to make changes, particularly if you have been doing the same things in the same way for a long time.)

There are 4 steps to make a change:

  1. Decide to make a change and write it down as specifically as possible.  The act of writing it down now makes it a more permanent proposition.   
  2. Once you have made the decision, resolve you are going to make this change regardless of how rough the road may get.  
  3. Write down the steps you are going to need to take to make the change
  4. Take one step every day to move towards change. 

This process can be used in any area of your life.  

What changes are you going to make?