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Hi I run a podcast called The Lawtrepreneur Briefing that explores what's makes a modern lawyer modern. We do this by having conversations with people driving the transformation of the legal profession.
Excerpt of the most recent conversation can be found here: https://twitter.com/lawtrepreneurco/status/1282688181419347968?s=19
If any of you have thoughts about the subject, I'd love to have you on. You can apply to speak here: https://www.lawtrepreneur.co/podcastguest/
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Because this is a POC bowl, I’m a relatively young (36) male POC (black to be clear) equity partner, let me tell you what I do.
First things first, business is a contact sport. If you are going to get business, you have to be in the position to touch it and be known. I’m not talking about writing articles (I think I’ve done two and other people actually drafted them), but you have to be around those people who are in the know. Go to the networking event, introduce yourself so people know you are there, and let rest play itself out. When they say your name, you need someone to say “I’ve heard of them before” and not “who?”.
Second, build from the business that is sitting right in front of you. While I want new clients, the best way I’ve done that is from existing clients and contacts. What do I mean? I got a new client this year. A guy who was a corporate counsel at a client and his boss and my boss were boys, but my boss didn’t respect him. He changed jobs, had an RFP, called me (not my former boss), and we got the biz. Just from cracking jokes before the conference call would start and asking him about his weekend TBH.
Third, pick up the phone and get to know your clients. Don’t be transactional. People do business with people they like and know. You got an issue? Talk to your clients about it (news flash, some of them are lawyers to and not all of them get the opportunity to get asked for their ideas like they used to). Become their friends. I mean that, be someone they see as a friend and they can trust. Help them. In fact, ask them this “How can I help you advance your career? What can I do to make you look good?” Get their backs.
Fourth, you cannot build and bill. Pick one for a week, a day, or an hour. However you must do both, just one more then other depending on where you are at in your career. I know which one I would rather do (hint: its the ones that includes travel, drinking, and partying on boats).
Finally, be ruthless. Absolutely and unapologetically ruthless. Your firm will abuse you and use you unless and until you tell them “that ain’t me”. They will punk those that they can, they will pay those less that they allow to be paid less, and they will never promote you unless you make them. I’m serious, I’ve had call with recruiters in my office on speaker phone and openly talk about the interviews I’ve been on. It’s business, why should they pay you anymore than they think you are worth to someone else? Like, for real, why? Yes, they should respect you, but it is what you do that makes them have to. Those that carry the “have to” badge…get paid.
And if you are not trying to get paid, disregard all the above because this post ain’t (or “is not” master, for all those bout to question my writing) for you.
This is really solid advice. Thank you fo sharing this!
Following!