How to Handle Derivative Referrals

It is well established that referrals are a very important source of business for lawyers and other professionals. I’ve written about that here, here and here.  Since legal needs are are episodic, for most attorneys, being in the right place at the right time to hear about a legal need is challenging. Having other professionals keeping their ear to the ground for services that you can provide, dramatically increases your marketing effectiveness.

It is also well established that leads that come through referrals are much more likely to turn into business.  They are pre-qualified.

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If you Don’t like Sports, Try Becoming a Sports Fan FAN

If you live in Boston, it’s pretty hard to ignore what is going on with the sports scene. For the past 17 years or so the Boston Red Sox and the New England Patriots have won many championships and you can throw in a few championships as well from the Boston Celtics and the Boston Bruins. Because of the sports culture of the city, sports does tend to be a popular topic in networking situations. But if you’re like me, sports viewing does not occupy a significant portion of your free time. I tune in when one of our teams makes it to the championship round and I may enjoy one night a year at Fenway Park, although I’m just as likely to end up at Fenway to hear a concert featuring aging rockers (I saw the Who this past summer-inspiring to see that Pete Townsend can still twirl his arm while playing guitar and not end up in the hospital).

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If you Want to “Get” Legal Business, Try “Giving” First

Anyone who has spent any time around me lately knows that I am a very active member of Provisors.  I am a zealous “convert”.   I only joined Provisors in June, but since that time I have probably been to 30 meetings or “troikas”.  I am now on the Executive Committee of the Cambridge I Group (the Recruiting Chair) and I’m chairing the Recruiting Subcommittee of the Diversity Committee.

Provisors has really energized me and had a very positive impact on my business (for now the impact has been mostly indirect but I’m sure that will change over time.)   Simply put, Provisors is a great business networking group that is providing me with a terrific opportunity to grow my professional network quickly.  It’s like a cult (but in a good way!)

What I love most about the organization is that there is a heavy emphasis on helping other members and on thanking them for their efforts.  Being part of the organization really hammers home the message that in order to “get” you need to “give” first.

Read moreIf you Want to “Get” Legal Business, Try “Giving” First

How Coaching Can Advance Your Career Success and Happiness

How can coaching help attorneys find more career success and happiness? Ask Beth J. Masterman of Masterman Executive Coaching! I interview Beth in the latest episode of the Counsel to Counsel podcast (find it wherever you listen to podcasts or visit the podcast homepage) Beth provides a great overview of what coaching is, how it works, what issues are suitable for coaching, how to find a coach, etc.  I recently reconnected with Beth at Provisors , a great business networking group I joined this past Spring and she has been very generous in helping me rethink my own coaching practice. No surprise that she was named Number One Executive Coach by Massachusetts Lawyers Weekly. legalcareers executivecoaching lawyers

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What Does it Take to Generate Legal Work?

I had a “troika” the other day with Frank Rudewicz of the accounting firm Blum Shapiro and Steven Konowitz of the Law Firm Konowitz and Greenberg. Troikas, for the uninitiated, are a gathering of three Provisors members. They are set up in order to help members get to know each other and they serve as a nice complement to the monthly meetings you have with your Provisors home group (or affinity group– or group where you have served as a guest).

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Marketing Lessons From Politics

valerie-jarrettI recently listened to a great episode of my favorite podcast, Stay Tuned With Preet  (see May 16-D.C. Dramas & Advising Obamas).  Anyone who knows me knows I am a huge fan of Preet Bharara, a rational voice who provides insightful commentary on the law, politics and the Trump administration.

In this episode, Preet interviews Valerie Jarrett a former senior advisor to President Obama. She has just released a memoir called Finding My Voice: My Journey to the West Wing and the Path Forward and she is on the book tour.  While she spoke a lot about Chicago politics, Barack Obama’s rise and her own career from biglaw to public service, a lot of what she had to say is relevant to legal marketing.  Here are some of my takeaways from the interview:

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Starting Business Conversations at Networking Functions and Beyond

deb-scaringi-photo-e1309454901792In my latest podcast, I interview Deb Scaringi about ways to increase your effectiveness at networking functions.  Click here to listen or find Counsel to Counsel on your favorite podcast app.

See show notes for lots of business development resources.

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New York, New York

new-yorkNetworking is a great tool for business development.  If you are a lawyer in private practice, building solid referral relationships is the best way to grow your business and networking is a great tool to accomplish this.

One way to increase your networking effectiveness is to find common ground with the other professionals you meet.

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Who’s Your Unicorn?

unicornWhen it comes to receiving gifts, I freely admit that I’m a tough customer.  There aren’t that many things that I want.  And when I do want something, I’m usually pretty picky.  But this past December, my colleague, Amy Levine, found me the perfect gift.  It didn’t cost a lot; but it was truly appreciated and it has been sitting on my desk ever since.

The gift was a small rubber unicorn which now serves as a daily inspiration for me.

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