How to Give Thanks to the People Around You
“Karyn, thank you for working so steadily from the time you arrive at our office to when you leave. Your dedication demonstrates that I can trust you to play fairly with me. Trust is important to me, and it is a relief and a time-saver not to have any concerns about your attitude.” That’s a message I want to convey to my assistant in this month dedicated to expressing gratitude. I know she’ll receive this message, because she’ll publish this blog post for me. I’m hoping she’ll relish having the world (or at least this corner of it) know something that I appreciate about her.
I’ve written previously that studies have found various ways that expressing gratitude can enrich your life and increase your enjoyment of your law practice. I wrote about the value of acknowledging a job well done, which is a form of expressing gratitude, and how to give an effective acknowledgment. I’ve also written about the importance of demonstrating your appreciation to referral sources. Are you starting to get the message that I think having an “attitude of gratitude” is important? […]
Cultivating the Courage to Ask for Business – Part 3
This is Part 3 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.
Networking Is Key
So how do you get into conversations with potential clients, or create the connections that can improve your likelihood of success, without making cold calls or being pushy? Networking is key. One in-house counsel said, “I enjoy talking to new people who introduce themselves at a conference or an event, particularly if they are confident, poised and friendly – without being overly aggressive.” Another said, “In order for a law firm attorney to have some chance of getting my business, I almost always would need to have met that person and ideally have had an opportunity to interact with them in a legal setting, such as serving on a bar committee or participating on the same seminar panel or co-authoring an article with them.”
So don’t give up on speaking, writing, bar service and trade association activity just because your phone doesn’t ring the next day. You are demonstrating your expertise and putting in place relationship building blocks. If you don’t meet a potential client, you might get to know someone who can later make an important introduction or referral. Corporate counsel frequently seek referrals from lawyers they trust, particularly other corporate counsel. […]
Cultivating the Courage to Ask for Business – Part 2
This is Part 2 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.
First Downs vs. Touchdowns
If your prospect hasn’t jumped at the chance to retain your services, he may not have the necessary confidence that you can bring real value to him. Or perhaps he doesn’t have the authority to move forward. Instead of going for a touchdown by asking for the business, just try to keep scoring first downs. Consistent first downs will eventually turn into a touchdown, if you don’t fumble. […]
Cultivating the Courage to Ask for Business – Part 1
This is Part 1 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.
Many lawyers, both men and women, blanch at the thought of having to ask for business, and I don’t blame them. In my opinion, it’s often a mistake, and it should be scary to do something clumsy or annoying. Common advice about “asking for the business” may drive sales in low risk transactions, but drive away potential clients with complex and risky issues.
Nevertheless, lawyers do need to develop business, and expressing your interest in working with someone can make a difference. How do you drum up the courage to do that? In short, it’s a lot less scary if you have laid the right groundwork beforehand. To help illustrate what potential clients want to hear from lawyers, I did an informal survey of a number of in-house counsel about how they like to be approached for business. My thoughts and their responses are intermingled in this article. […]
How to Send Invoices that Clients are Happy to Pay
Introducing Guest Blogger Jeremie Fortenberry –
Jeramie Fortenberry is the founder of Fortenberry Legal, a law firm that helps clients from across the United States with estate planning and probate matters. He writes about trusts, estates, and tax planning at the Probate Lawyer blog.
Billing makes me uncomfortable. When I first started practicing law (at that time with a big firm), I felt sheepish to even broach the topic with clients. It seemed uncouth to start talking about money right when I was in the process of establishing what I hoped to be a lasting relationship. Because of my reluctance to discuss fees on the front end, I relied on my engagement letter to set expectations regarding pricing. My hourly rate was buried somewhere in the letter, along with information about how time was computed and how often I would invoice. That, I thought, should be enough to deal with the uncomfortable issue of how I would be paid for my services. […]
Would a Virtual Law Office Work for You?
Rania Combs is a wills, trusts and estates lawyer, licensed in Texas since 1994. When her spouse got transferred to North Carolina, she examined her options for practicing law there. Opening a virtual law office seemed like the solution to a challenging circumstance. She launched her virtual practice in January 2010.
Many lawyers may wonder whether a virtual law office would solve their problems, too. Here are some examples of why they might be considering it:
• Newly licensed attorneys may want to avoid the overhead and long-term commitment of a traditional brick and mortar office.
• Experienced lawyers may want to expand the geographic reach of their existing practice to garner more clients.
• Many lawyers have a thriving practice in a smaller town, but have difficulty finding locally the high caliber legal talent they need to help handle the work flow.
• Family obligations or other circumstances make it difficult for some attorneys to keep traditional office hours.
• For some attorneys, the international scope of their work demands technological innovation to serve client needs.
• Some attorneys just long to escape the snow in the winter or the heat in the summer without interrupting their law practice. […]