Business Development: Luck Is What Happens When . . .
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
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
‘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?
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
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
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…
>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
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
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?
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.