“This book tells you all you need to know about how to get on.” The Times

“Relatively few books have been written with assistant solicitors in mind, about how to succeed at the business of being a lawyer… fewer still have devised a programme for so doing that runs alongside a book. This book does both.”Law Society (The Law Management Section)

5 star rating HR Magazine

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Networking tip 9: Remember that people's positions change and grow

Suppose you look at your network and think that nobody there is of real value. Perhaps the people in your inner circle have no current relationship to your area of law, or perhaps—at least at this point—they are still too junior. Yet someone who might not appear helpful today can become helpful in the future. When talking to lawyers about their clients, I hear hundreds of stories about work that resulted from unanticipated circumstances or unexpected people, and it’s quite common for someone in a network to move unexpectedly into a position requiring legal services.

Posted in:
Networking

Tags:
business development, networking tip for lawyers, client work, maintaining relationships

Posted on 12/02/2011

Don’t mistake technical abilities for future potential

One of the biggest mistakes I find in law firms and young lawyers is that they mistake current high performance for future potential. Superstar technical performers will have to step up into more complex roles if they want to achieve partnership: they’ll have to become business developers and inspiring leaders.  Aspiring candidates should be tested for their abilities and ambitions in these directions—and long before they might be expected to demonstrate them.

Posted in:
Skills for partnership

Tags:
business development, skills for partnership, Leadership, law firm, young lawyers

Posted on 15/11/2010

Business development 101

The most basic rule of business development is something lawyers often forget. It’s this: tragic as it may seem, clients don’t care about what you do. Instead, they stubbornly persist in caring about their own problems and needs. (Very strange (not!), but true . . . )

Posted in:
Client relationships, Marketing

Tags:
business development, asking questions, listening

Posted on 21/07/2010

What makes a successful lawyer?

conferenceThis past Saturday I presented at the Law Society’s Annual Conference. Before beginning my talk, I asked the group of 150 plus lawyers, what skills or attributes they thought would make a successful lawyer. Here’s their list (in order of importance):

  • Intellect

  • Communication skills

  • Organisation

  • Interpersonal skills

Posted in:
Advice and tips, Leadership, Networking, Successful lawyer

Tags:
business development, networking, Law Society, Successful lawyer

Posted on 10/04/2010

There are no shortcuts to success; take initiative and invest in yourself

shortcuts to successAt the end of this month, I’ll be launching my new book, Juggling the Big 3 for Lawyers: A career-building plan to develop your personal brand, client business and leadership mindset.

Posted in:
Advice and tips

Tags:
business development, criteria for success, invest in yourself, investment in career, networking, perseverance, reputation building, taking initiative

Posted on 21/09/2009