Entries by Julie Fleming

Is It Too Late?

I gave a 1-hour presentation about rainmaking last week in the Chicago office of a large law firm, and following the presentation, a lawyer approached with a question: Is it ever too late to rebuild professional relationships that have languished? The short answer is that it depends on the relationship.  The deeper the relationship, the […]

Five Steps to a Profitable Practice

Most of us didn’t have any law school training about business development.  (Fortunately for today’s students, that’s starting to change.) Law school classes tended to assume that the clients would just be there and that being a good lawyer is all that’s necessary to build a book of business. I’m not convinced that was ever […]

Dread it? Do it.

I strive to avoid procrastinating or, if resistance is futile, to procrastinate productively.  Even before temptations like Facebook and YouTube existed, I learned that wasting time would only leave me further behind and frustrated.  (One exception: when I was working in a large firm, I once spent a delightful afternoon with a partner who was […]

Don’t Underplay Yourself

When a law firm hires me to work with a junior associate, very often one part of the engagement centers on the associate’s leadership presence and self-confidence – how he or she presents to others.  (Of course, that focus is not by any means unique to junior associates.) Although reviewers may use a variety of […]

Top 10 Tips to Overcome Overwhelm

Overwhelm can tank a day faster than just about anything else.  When you have more email than you can handle, an out-of-control task list, and phone calls that just won’t stop, it’s almost impossible to operate effectively.  Even if you manage to limp along, you may find that you’re distracted and that things are falling […]

Tips to Simplify Legal Newsletters

Newsletters offer a way to stay in contact with a large number of contacts easily, consistently, and productively.   Newsletters focus on substantive information, and assuming you’ve defined your areas of practice carefully enough, your content will be valuable to recipients and therefore welcome.  Better yet, if your topics are timely and if you include an […]

Keep your friends close!

Pop quiz: Who are your best referral sources?  List the top 10 right now.  If you are a more junior lawyer in a law firm and don’t yet have your own clients, list the senior lawyers for whom you do the most work. How easy did you find it to make this list?  This information […]

Law as business? You bet.

I ran across an article titled Why Attorneys Hate Marketing and What You Can Do About It.  It’s written for law firm marketers, to help explain why those who encourage lawyers to work on marketing can expect resistance, and how to help lawyers help themselves.  Marketers and marketing-averse lawyers need to work on understanding one […]

I did the work… Now what?

You’ve put in your dues.  You’ve worked hard to become the accomplished professional you are now, and you have all manner of credentials that demonstrate your expertise.  You’ve worked with (and probably even held leadership roles with) a variety of organizations, you’ve written articles and book chapters, and you may even have served a turn […]