This is one of the most challenging communications issues that new lawyers face — really, that any of us face. Something has gone wrong, there’s an adverse ruling, or someone made a mistake. How do you deliver that news?Whether you need to inform the client or a more senior lawyer, the process is largely the […]
One of the most challenging client relations issues that lawyers face is representing an unrealistic client. It’s easy to see how a client can fall into what is, objectively, an unrealistic expectation about his situation. After all, many clients (corporate and individual) are deeply invested in their matter, and many clients (especially individuals) are likely to have few legal […]
When you aren’t achieving the results you want to see from your business development activity, you almost certainly have one of three problems. Identify the problem, make a thoughtful shift, and you will likely see your results change. (The difficulty, of course, is in knowing what change to make, but that’s another topic for another day.) So, what are the […]
While discussing business development plans, I often tell my clients that rainmaking is all about relationships. I also tell clients that good relationships, personal or professional, should be nurtured – even that low-level employee of a corporate client may prove to be a valuable contact one day. This past weekend confirmed that for me. Clients sometimes […]
Two levels of activity can undermine your business development efforts: doing too much and doing too little. Think I just won the obvious award? Stick with me for a minute. It’s no secret that doing too little business development activity means you won’t build the kind of practice you want. If you want word about you […]
How does your business development activity fit with your firm’s plans?The tagline for Fleming Strategic is Building the practice within the firm. Unless you’re a sole practitioner, you must recognize that while your business development objectives and activities are personal to you, they have to fit within the strategy, approach, and culture of your law firm, or you’re […]
Lawyers often have perfectionistic tendencies, according to study after study. And while perfectionism can seem like a useful attribute when details matter as much as they do in the practice of law, it actually tends to cause more problems than it avoids since perfection is more often than not an impossible standard to reach. See […]
When I begin working with a new client, one question comes up more than any other: how should I focus my business development time? There’s no single answer to that question, of course, since each lawyer is in a unique position. But there’s one answer that I give more than any other, and it often […]
A client told me this true story a few years ago, and it’s never left me. (I have, of course, changed the names in this retelling.) The trial finally started after numerous delays. Richard listened patiently as Nathan made his opening statement. When he finished, Nathan sat down at his counsel table. As Richard stood […]
Have you ever complained about business development activity because you just don’t have the time? Might as well admit it: this is one of the top objections I hear and observe. I’ve even had this complaint myself. But here’s the sad truth: it doesn’t matter. You know that already. If you don’t have time to […]