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    <title>Leadership for Lawyers</title>
    
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    <id>tag:typepad.com,2003:weblog-146417</id>
    <updated>2009-11-11T21:18:55-07:00</updated>
    <subtitle>A source of leadership ideas for lawyers from
Mark Beese</subtitle>
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        <title>Eight Ways Staff Can Participate in Business Development</title>
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        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20128758761ca970c</id>
        <published>2009-11-11T21:18:55-07:00</published>
        <updated>2009-11-11T21:18:55-07:00</updated>
        <summary>While the burden of business development falls primarily on attorneys, staff members such as secretaries, administrative assistants, paralegals, technologists, librarians and directors can and should make significant contributions to the firm’s business development efforts. Here are eight ways staff can...</summary>
        <author>
            <name>mark beese</name>
        </author>
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        <category scheme="http://www.sixapart.com/ns/types#category" term="Client Service" />
        
        
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&lt;div xmlns="http://www.w3.org/1999/xhtml"&gt;&lt;p align="center" class="MsoNormal" style="TEXT-ALIGN: center; MARGIN: 0in 0in 0pt"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;&lt;span style="text-decoration: underline;"&gt;&lt;span style="FONT-SIZE: 14pt"&gt;&lt;/span&gt;&lt;/span&gt;&lt;/strong&gt;&lt;span style="FONT-SIZE: 14pt"&gt;&lt;o:p&gt;&lt;/o:p&gt;&lt;/span&gt;&lt;/span&gt;&amp;#0160;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;While the burden of business development falls primarily on attorneys, staff members such as secretaries, administrative assistants, paralegals, technologists, librarians and directors can and should make significant contributions to the firm’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;Here are eight ways staff can make a difference.&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Provide remarkable client service:&lt;/strong&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;For many clients, an attorney’s secretary or assistant is their lifeline to the firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Attorneys rely on staff to help them be responsive to phone messages and email while they are busy with cases and deals. &lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Staff members, especially assistants, need to take the time to get to know their clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Have your attorney introduce you in person.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Get to know the client’s voice when they call.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Do some research on their business and the details of the matter.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Understand what is at stake for the client professionally and personally.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Learn their communication styles and preferences.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Develop a relationship with the client’s administrative assistant and other members of their team (especially the accounts payable folks).&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Remarkable client service is defined differently by each client.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Remarkable client service will open the doors to new and interesting work, and retain profitable clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Remarkable client service will drive referrals and word of mouth advertising.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Look for ways to WOW your clients in an individual and person way.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="2" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Create a Verbal Business Card (VBC):&lt;/strong&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;A verbal business card is an effective way to introduce your firm to other people.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It is often used in social and professional networking situations.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Some people call it an elevator speech.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;How would you answer these questions at a cocktail party?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;“So, where do you work?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What do you do?”&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Many of us might answer in lawyerese, “I’m a litigation support specialist for a PI firm that handles med-mal cases.”&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;What????&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;font face="Times New Roman" size="3"&gt;&amp;#0160;
&lt;/font&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;A VBC identifies whom you serve (target market), how you help them (add value) and what services you or the firm provide.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It might be phrased in the following format, &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-tab-count: 1"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;I/We help (target market) to (value proposition) through or by (services).&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;For example, &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-tab-count: 1"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;I work for a law firm that helps land owners make money by developing underutilized properties.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;They rely on us to handle all of the legal and regulatory details so that they can focus on the business.&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;A good VBC is intriguing.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It invites questions.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You should be prepared to communicate:&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span style="mso-tab-count: 1"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;The firm’s value proposition, which is how you are helpful or valuable to your clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Why are you worth “twice the fees” to your clients?&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Three points of difference:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What makes your firm different from the others?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Why is that important to your clients?&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;font size="3"&gt;Three stories of success:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;How have you or your firm made a client successful?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What is the proof of your value proposition?&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Once you prepare your VBC with points of difference and success stories, you will be surprised how often you will use it.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You will also be surprised by how well people recall you and your firm in the future.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="3" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Be Alert to Opportunities&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;As you interact with clients and potential clients, network in the community and talk with friends, &lt;em style="mso-bidi-font-style: normal"&gt;listen&lt;/em&gt; for opportunities for your firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Be aware of ‘trigger events’ that might lead a company or client to consider changing lawyers or law firms.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Perhaps you may hear her/him expressing dissatisfaction over another firm’s work or responsiveness.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It may be a discussion of expansion, a merger, or of possible litigation.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Perhaps they need legal help in an area that your firm is not currently providing service.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You can be the eyes and ears of the firm to identify opportunities among existing and potential clients.&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Be prepared to ask questions and offer to introduce the client/prospect to an attorney in the firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Your role is best seen as an internal referral source rather than someone soliciting business.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;For you to be effective, you must understand the practice areas and industries your firm serves.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Find the right attorney who is the best match with the potential client and make the introduction.&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="4" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Help attorneys manage their contacts&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Working one’s network to develop relationships is critical to business development.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Many attorneys have a hard time keeping up with their contact information, which can hinder one’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Administrative assistants can help attorneys organize and update their contacts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Deleting contacts that have passed on, updating information on people who have changed jobs, completing missing physical addresses or emails (or websites, blogs, twitter, etc…) can be very helpful. &lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Attorneys and firms should also be maintaining targeted e-mail lists so that they can communicate important and timely information to narrowly defined groups of clients and prospects on a moment’s notice.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You can help your attorneys keep these lists up to date and assure that key clients, prospects, VIPs, thought leaders, media contacts and referral sources are on these lists.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Administrative staff can also help attorneys be more effective in social networking.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;When admin staff have access to an attorney’s contacts (either in Outlook or through a CRM system), they can work on their behalf to ‘friend’ contacts in LinkedIn or Martindale Hubbell Connected.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="5" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Become a part-time competitive intelligence analyst&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;The corporate world is rapidly changing and attorneys need to keep up with the latest news of our clients’ and prospects’ business and industry.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can serve as intelligence gatherers and synthesizers, providing relevant information to attorneys and practice/industry groups, including: &lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;ol style="MARGIN-TOP: 0in" type="a"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Setting up news alerts, like Google Alerts, for key clients and prospects, reviewing daily alerts and providing only those stories/links that are relevant to the attorneys.&lt;/span&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="5" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;ol start="2" style="MARGIN-TOP: 0in" type="a"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Setting up litigation alerts, such as Thompson/Reuters or LexisNexis, reviewing daily and providing only those relevant cases to the attorneys.&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Receiving email newsletters, reviewing blogs and other online content via RSS feeds, culling out useless information, and providing a summary of relevant information to the attorney or group.&lt;/span&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Many firms circulate this information with industry groups via email lists or the firm’s intranet.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;Some re-purpose the information and make it available to clients and prospects via email alerts or blogs.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Staff can also learn basic competitive research techniques, such as profiling a company or individual prior to a business development meeting.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Developing a basic research protocol of visiting web sites such as LinkedIn, ZoomInfo, Martindale Hubbell, Legal OnRamp, Hoovers, Google News, company and industry web sites can help an attorney as s/he prepares for a meeting.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="6" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Business Development Tracking&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;One of the keys to successful business development is having discipline in planning and tracking your BD activity.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Staff can help attorneys develop a lead/prospect tracking system.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;A simple system consists of a spreadsheet with the following fields:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Name, Company, Title, Needs/Wants, Opportunities and Next Steps.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;The staff person can help attorneys keep the spreadsheet up to date, and assist with follow up and implementation.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;br /&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Seasoned rainmakers also develop a monthly action list, outlining the people s/he will call, email, set up appointments an lunches and entertainment.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can help manage the monthly action list and assist with scheduling appointments.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;A strong attorney/admin team focused on setting up meetings is hard to beat.&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/p&gt;
&lt;ol start="7" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Relationship Management&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;This is related to a number of points above, but worth mentioning as a separate concept.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can help attorneys build stronger relationships with clients by focusing on the details, such as:&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;ol style="MARGIN-TOP: 0in" type="a"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Remembering client birthdays and sending a card or small gift.&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Managing a client/matter online calendar and keeping the attorney and/or client team on track.&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Participating in client team meetings so that staff is aware of pressure points, potential land mines and critical success factors of the project.&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Generally making the attorneys, client team and firm look good to the client. &lt;/span&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 1in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="8" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Marketing Materials: &lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;&lt;/strong&gt;Staff members are well positioned to create and assemble general marketing materials that attorneys can use when meeting with potential clients, speaking at industry events or hosting events.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Every attorney should have an updated biography, practice group description, a list of relevant projects/cases and relevant authored articles.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;Keeping the web site up to date with relevant articles, updated bios, upcoming events, press releases, speaking gigs, etc… is also very important.&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Staff can, and should, play an important role in a firm’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Marketing a law firm, as in any business, is a never-ending task.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;The most successful firms have strong attorney-staff teams that together are marketing machines. &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;&lt;/div&gt;
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/eight-ways-staff-can-participate-in-business-development.html</feedburner:origLink></entry>
    <entry>
        <title>Visioncasting in Turbulent Times</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/92lirVlj9dY/visioncasting-in-turbulent-times.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/visioncasting-in-turbulent-times.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a69e1e43970c</id>
        <published>2009-11-01T18:42:55-07:00</published>
        <updated>2009-11-01T18:42:55-07:00</updated>
        <summary>These are tough times for law firm leaders. Many firms have had one or more rounds of layoffs. Attorneys are pressured to bill more hours and bring in more work. Staff are being asked to do more work with fewer...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Leadership" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e20120a69e08da970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="Picture2" class="asset asset-image at-xid-6a00d83452fadd69e20120a69e08da970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e20120a69e08da970c-120wi" style="MARGIN: 0px 5px 5px 0px" /></a> These are tough times for law firm leaders.  Many firms have had one or more rounds of layoffs.  Attorneys are pressured to bill more hours and bring in more work.  Staff are being asked to do more work with fewer resources.   Attorneys and staff alike wonder if they'll still have a job next week, month or year.  Anxiety is high, even in the best of firms.  While there is a light at the end of the tunnel, some wonder if it is a freight train. </p>
<p>Managing partners and firm leaders have a lot to think about now, including changing client expectations, fee pressures and increased convergence, not to mention internal issues of compensation, talent management and profitability.</p>
<p>Casting vision is probably one of the last things they are thinking about.  Sure, in good times, communicating a compelling vision of the future for an ever growing firm is standard, but today it seems risky, even fool-hardy.  </p>
<p>But attorneys and staff need vision more now than ever before.  People want to know how they are going to get out of this mess.  They want to know that the firm has a plan and is working hard on it.  They want to know  how they can  individually contribute to make the vision a reality.  They want to be part of creating the future of the firm.  They want to be part of the solution and have confidence that their contribution will be recognized, appreciated and remembered.  </p>
<p>Lawyer leaders need to articulate a clear and compelling vision of the future.  They need to describe, with confidence, what the firm will look like next year and beyond.  They need communicate how the firm will be different from others and why they will have a competitive advantage.  They need to outline the specific steps the firm will take to get there and the specific contributions and actions needed by every individual to realize the vision.  They need to identify the key metrics the firm will measure to track their progress, and promise to share them with the firm as they move forward.  The vision needs to forward-looking, positive and compelling, yet practical and realistic.</p>
<p>Survival is not a compelling vision.  Nor is maintaining status quo till the market gets better.  </p>
<p>A compelling vision is one that gives people a reason to come to work early on Monday morning and creates hope in the hallways.  A compelling vision inspires innovation and creativity.  A compelling vision motivates and doesn't discourage.  A compelling vision is transparent, open, honest and trustworthy.</p>
<p>Vision casting is a lot like fly casting - you have to cast over and over and over again before you get a bite.  Constantly communicating your vision and connecting individual and group contributions to the vision is critical for people to 'get it'.  Lawyer leaders need to continually connect the firm's vision to the firm's activities, goals and metrics.  </p>
<p>As  you enter this season of annual review and strategic planning, consider how you will communicate  your compelling vision.  </p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/visioncasting-in-turbulent-times.html</feedburner:origLink></entry>
    <entry>
        <title>Legal Marketing Conference Announces Speakers for Denver 2010</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/AbVnyk_QMSs/legal-marketing-conference-announces-speakers-for-denver-2010-1.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/legal-marketing-conference-announces-speakers-for-denver-2010-1.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a69e0779970c</id>
        <published>2009-11-01T17:30:40-07:00</published>
        <updated>2009-11-01T17:30:40-07:00</updated>
        <summary>I am pleased that the 2010 Legal Marketing Conference will be held in Denver, Colorado from March 10-12, 2010. This year the program will be a bit different from previous conferences. American Conference Institute (ACI) has been hired to develop...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e20120a69dfcfe970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="Cityimage" class="asset asset-image at-xid-6a00d83452fadd69e20120a69dfcfe970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e20120a69dfcfe970c-320wi" style="MARGIN: 0px 5px 5px 0px" /></a>I am pleased that the <a href="http://www.lmaconference.com/" target="_blank">2010 Legal Marketing Conference</a> will be held in Denver, Colorado from March 10-12, 2010.  This year the program will be a bit different from previous conferences.  American Conference Institute (ACI) has been hired to develop and manage the conference.  Recently they announced (on LinkedIn.com) a very interesting faculty, including:</p>
<ul>
<li><strong>Sarah Andeen</strong>, Legal Business Analyst, Greenberg Traurig 
<li><strong>Jeff Baron</strong>, Director, National Pursuit Team for New Business Development, PricewaterhouseCoopers LLP 
<li><strong>Steven B. Bell</strong>, Director of Sales, Womble Carlyle Sandridge &amp; Rice, PLLC 
<li><strong>Harris E.Berenson</strong>, Esq., Assistant Vice President/Chief Counsel, Liberty Mutual Property 
<li><strong>Lindley J. Brenza</strong>, Partner, Barlit Beck Herman Palenchar &amp; Scott LLP 
<li><strong>Susan Brelus</strong>, Chief Development Officer, Squire, Sanders &amp; Dempsey L.L.P. 
</li></li></li></li></li></li></ul>
<li><strong>Barbara H. Brown</strong>, Director of Marketing and Business Development, Meagher &amp; Geer PLLP 
<li><strong>David Brown</strong>, Editor in Chief, National Law Journal 
<li><strong>Cari Brunelle</strong>, Vice President, Jaffe Associates 
<li><strong>John Buchanan</strong>, Chief Marketing Officer, Howard Rice Nemerovski Canady Falk &amp; Rabkin 
<li><strong>John M. Byrne</strong>, Director of Communications, Drinker Biddle &amp; Reath LLP 
<li><strong>Andrea Christman</strong>, Business Manager - Tax Group, Sutherland Asbill &amp; Brennan LLP 
<li><strong>Laura Colcord</strong>, Co-Developer, Lead Instructor, LSSO's Process Improvement Certification Courses 
<li><strong>Timothy B. Corcoran</strong>, Senior Consultant, Altman Weil, Inc. 
<li><strong>Silvia L. Coulter</strong>, Vice President and Chair, Client Development and Growth Practice, Hildebrandt 
<li><strong>José Cunningham</strong>, Chief Marketing Officer, Crowell &amp; Moring LLP 
<li><strong>Beth Cuzzone</strong>, Director of Business Development, Goulston &amp; Storrs 
<li><strong>Patrick V. DiDomenico</strong>, Chief Knowledge Officer, Gibbons P.C. 
<li><strong>James A. Durham</strong>, Chief Marketing and Business Development Officer, McGuireWoods LLP 
<li><strong>Katherine D'Urso</strong>, Chief Marketing Officer, King &amp; Spalding 
<li><strong>Mark C. Elliott</strong>, Director of Marketing, Robison, Curphey &amp; O'Connell 
<li><strong>Stephen Elsner</strong>, Chief Operating Officer, Wooden &amp; McLaughlin 
<li><strong>Ross Fishman</strong>, Esq., Chief Exceleration Officer, Ross Fishman Marketing, Inc. 
<li><strong>Jonathan R. Fitzgarrald</strong>, Director of Marketing, Greenberg Glusker 
<li><strong>Andrew Fleming</strong>, Senior Partner, Business Law Group, Ogilvy Renault LLP 
<li><strong>Kathleen A. Flynn</strong>, Chief Marketing Officer, Sedgwick, Detert, Moran &amp; Arnold LLP 
<li><strong>Nathaniel G. Ford</strong>, Partner, Faegre &amp; Benson LLP 
<li><strong>Christina R. Fritsch</strong>, J.D., President and Client Development Consultant, Clients First Consulting 
<li><strong>Patrick Fuller</strong>, Managing Account Director, Hubbard One 
<li><strong>Dawn Gertz</strong>, Chief Marketing Officer, Davis &amp; Gilbert LLP 
<li><strong>Elizabeth Gooch</strong>, Senior Manager of Marketing and Business Development, Bingham McCutchen 
<li><strong>Michael Grant</strong>, Partner, Business Analysis, ShiftCentral, Inc. 
<li><strong>Anthony Green</strong>, President, Concep 
<li><strong>Melanie S. Green</strong>, Director of Business Development &amp; Marketing, Baker &amp; Daniels 
<li><strong>Shari Harley</strong>, Owner, The Harley Group International 
<li><strong>M. Christie Hind</strong>, Principal, Akina Corporation 
<li><strong>John Hodder</strong>, Chief Marketing Officer, Paul, Weiss, Rifkind, Wharton &amp; Garrison LLP 
<li><strong>Doug Hoover</strong>, Director, Business Development, Bowman and Brooke LLP 
<li><strong>Bill Hornsby</strong>, Staff Counsel, American Bar Association (ABA) 
<li><strong>Bruce A. James</strong>, Managing Partner, Brownstein Hyatt Farber Schreck, PC 
<li><strong>Iris Jones</strong>, Chief Business Development and Marketing Officer, Chadbourne &amp; Parke LLP 
<li><strong>Elizabeth Kennedy</strong>, Director, Strategic Business Development, Mayer Brown 
<li><strong>Eleanor Kerlow</strong>, Senior Public Relations Manager, Hunton &amp; Williams LLP 
<li><strong>Mary Kimber</strong>, Chief Marketing Officer, Patton Boggs LLP 
<li><strong>Rick Klau</strong>, Business Product Manager, Blogger, Google 
<li><strong>Deborah Knupp</strong>, Partner, Akina Corporation 
<li><strong>Tracy LaLonde</strong>, Partner, Akina Corporation 
<li><strong>Russell Lawson</strong>, Marketing Director, Sands Anderson Marks &amp; Miller, P.C. 
<li><strong>Annie Lombroia</strong>, Chief Results Officer, Stanislaw Ashbaugh 
<li><strong>Jody E. Maier</strong>, Chief Marketing Officer and Managing Director, Kramer Levin Naftalis &amp; Frankel LLP 
<li><strong>Anne Malloy Tucker</strong>, Chief Marketing Officer, Goodwin Procter 
<li><strong>Susanne Mandel</strong>, Chief Marketing &amp; Business Development Officer, Lowndes, Drosdick, Doster, Kantor &amp; Reed, P.A. 
<li><strong>Nancy Mangan</strong>, Senior Consultant and Client Growth Specialist, Wicker Park Group 
<li><strong>David McCann</strong>, Communications Manager, Snell &amp; Wilmer LLP 
<li><strong>Catherine McGregor</strong>, Managing Editor, Chambers and Partners 
<li><strong>Bruce McLean</strong>, Chairman, Akin Gump 
<li><strong>Julie P. Meyers</strong>, Chief Marketing Officer, Burns, White &amp; Hickton, LLC 
<li><strong>Katherine M. Miletich</strong>, Marketing Director, Sidley Austin LLP 
<li><strong>Heather Morse-Milligan</strong>, Director of Marketing, BARGER &amp; WOLEN LLP 
<li><strong>Gabriel Miller</strong>, Esq., General Counsel, The Law Offices of Jim Sokolove 
<li><strong>Lise Monette</strong>, Chief Marketing Officer, Ogilvy Renault LLP 
<li><strong>Jeffrey Morgan</strong>, Principal, Moiré Marketing Partners 
<li><strong>Ellen R. Musante</strong>, Director of Client Services, Steptoe &amp; Johnson LLP 
<li><strong>Jayne L. Navarre</strong>, Director, Law Gravity LLC 
<li><strong>Reed S. Oslan</strong>, P.C., Partner, Kirkland &amp; Ellis LLP 
<li><strong>Sheri L. Palomaki</strong>, Business Manager - Energy &amp; Environmental Group, Sutherland Asbill &amp; Brennan LLP 
<li><strong>Joshua Peck</strong>, Senior Manager, Media Relations, DuaneMorris 
<li><strong>Stephen M. Peterson</strong>, CEO, Maxfield Peterson P.C. 
<li><strong>Robert D. Randolph, Jr</strong>., Director of Marketing and Business Development, Bryan Cave LLP 
<li><strong>Kathleen Reichert</strong>, Chief Marketing Officer, Mayer Brown 
<li><strong>Michael Roster</strong>, Chair, ACC Value Challenge Steering Committee, Association of Corporate Counsel 
<li><strong>Rob Saconne</strong>, Vice President &amp; General Manager, XMLAW 
<li><strong>Joshua Schneck</strong>, President/Founder, Snow Communications 
<li><strong>Elonide Semmes</strong>, Founder/President, Right Hat, LLC 
<li><strong>Adam C. Severson</strong>, Director of Business Development and Marketing, Faegre &amp; Benson LLP 
<li><strong>Donna Shaft</strong>, Principal, Professional Business Development 
<li><strong>Eric J. Sinrod</strong>, Partner, Duane Morris LLP 
<li><strong>Jennifer Smuts</strong>, Director of Marketing, Connolly Bove Lodge &amp; Hutz LLP 
<li><strong>Vickie Spang</strong>, Chief Marketing Officer, Sheppard Mullin 
<li><strong>James J. Stapleton</strong>, Chief Marketing Officer, Fenwick &amp; West LLP 
<li><strong>Adam L. Stock</strong>, Director of Marketing and Business Development, Allen Matkins Leck Gamble Mallory &amp; Natsis LLP 
<li><strong>Traci Stuart</strong>, Executive Vice President, Blattel Communications 
<li><strong>Kristin Sudholz</strong>, Director of Practice Development, Drinker Biddle &amp; Reath LLP 
<li><strong>Ellen Taverner</strong>, Chief Marketing Officer, Gibson, Dunn &amp; Crutcher LLP 
<li><strong>Dwain Thomas</strong>, Managing Director, Concep Evolution 
<li><strong>William Lee Thuston</strong>, Managing Partner, Burr Forman 
<li><strong>Sheila Turner</strong>, PR and Crisis Communications Consultant 
<li><strong>John Veldkamp</strong>, Business Development Systems Manager, Latham &amp; Watkins 
<li><strong>Katalin Vlaskovits</strong>, Marketing Manager, Gibson, Dunn &amp; Crutcher LLP 
<li><strong>Felice Wagner</strong>, Chief Business Development Officer, Sutherland Asbill &amp; Brennan LLP 
<li><strong>Maggie T. Watkins</strong>, Chief Marketing and Business Development, Best Best &amp; Krieger 
<li><strong>Linda P. Williams</strong>, Director of Marketing, Finnegan, Henderson, Farabow, Garrett &amp; Dunner, LLP 
<li><strong>Meredith Williams</strong>, Director of Knowledge Management, Baker Donelson Bearman Caldwell &amp; Berkowitz P.C. 
<li><strong>David Woods</strong>, Chief Marketing Officer, Kelley Drye &amp; Warren LLP 
<li><strong>Maria Zagalis</strong>, Associate Director of Business Development, Arent Fox LLP 
<li><strong>Peter Zeughauser</strong>, Chairman, Zeughauser Group 
<li><strong>Andrew Zolli</strong>, Z+ Partners </li>
</li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></li></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/legal-marketing-conference-announces-speakers-for-denver-2010-1.html</feedburner:origLink></entry>
    <entry>
        <title>What's in the Marketing Budget for 2010?</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/DXBNZvSVKx4/whats-in-the-marketing-budget-for-2010.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/whats-in-the-marketing-budget-for-2010.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a69dfae1970c</id>
        <published>2009-11-01T17:06:36-07:00</published>
        <updated>2009-11-01T21:06:42-07:00</updated>
        <summary>Greenfield Belser asked CMOs at Amlaw 200 firms what they are planning for next year. Here's a summary. Read the full article here. The top two marketing/business development projects are investing in social media (92%) and investing in client loyalty...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Business Development" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Marketing" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>Greenfield Belser asked CMOs at Amlaw 200 firms what they are planning for next year.  Here's a summary.  Read the full article <a href="http://www.gbltd.com/blog/2009/10/marketing-hope-is-alive-and-well-top-firm-marketers-reveal-their-plans-for-the-year-ahead/" target="_blank">here</a>.  </p>
<ul>
<li>The top two marketing/business development projects are investing in social media (92%) and investing in client loyalty interviews (92%) 
<li>When asked what marketers plan on doing differently, they indicated that they will "Focus on business development efforts" (15.6%) and "Client Centered business development efforts" (12.5%).  Taken together, they represent the largest category of "innovation".  "New enhanced ways of marketing" (18.8%) and "Using Social Media" (12.4%) rounded out the top four. 
<li>50% of law firms are looking to redesign their website.  Belser suggests that firms, "Convey what you want the visitor to do, create a dialog and position the firm as important, confident and a leader in the field." 
<li>Surprisingly, "Alternative Billing Arrangements" were on the bottom of the "To-Do List".  
<li>There seems to be a paradox between the 92% who say they are investing in client loyalty interviews but only 6% say that conducting client satisfaction interviews would be "radically different" next year.   Perhaps most of the Amlaw 200 think that they already have sufficient client visit programs. </li>
</li></li></li></li></ul>
<p>Authors <a href="http://www.gbltd.com/thefirm.php?&amp;sub=8&amp;people=17" target="_blank">Burkey Belser</a> and Sue Allison conclude:</p>
<blockquote dir="ltr">
<p>"Fortunately, there is life after Lehman Brothers and the panics and declines across the market over the past year. Law firm marketers are making concrete plans for reaching out and cooking up new business, even though in some cases they have to do it with one hand tied behind their backs. (Read slashed budgets, decimated staffs and gun-shy partners.) Many firms and lawyers now seem to realize that their business development and sales efforts cannot be successful without strong support from marketing. And that’s a cause for hope among true believers in marketing."  -  <a href="http://www.gbltd.com/blog/2009/10/marketing-hope-is-alive-and-well-top-firm-marketers-reveal-their-plans-for-the-year-ahead/" target="_blank">Greenfield Belser</a></p></blockquote></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/whats-in-the-marketing-budget-for-2010.html</feedburner:origLink></entry>
    <entry>
        <title>The Integration Imperative</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/d-VET9uJpVc/the-integration-imperative.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/the-integration-imperative.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a64857af970b</id>
        <published>2009-11-01T16:02:52-07:00</published>
        <updated>2009-11-01T16:02:52-07:00</updated>
        <summary>Suzanne Lowe has recently published her new book, The Integration Imperative: Erasing Marketing and Business Development Silos - Once and For All - in Professional Service Firms. In it, she featured a dozen case studies of how law firms, accounting...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>Suzanne Lowe has recently published her new book, <a href="http://expertisemarketing.com/integrationimperative/index.html" target="_blank">The Integration Imperative: Erasing Marketing and Business Development Silos - Once and For All - in Professional Service Firms</a>.  In it, she featured a dozen case studies of how law firms, accounting firms and other professional service organizations have knitted together the marketing and business development functions.  Suzanne interviewed the staff and leadership of Holland &amp; Hart about two years ago for the book, which resulted in one of the case studies.  A summary of the case study is the feature of her latest newsletter, which you can read <a href="http://www.expertisemarketing.com/newsletter/2009/issue66-oct2009.html" target="_blank">here</a>.  The case study focuses on how we (I was the CMO at the time) created an internal marketing agency, treated our lawyers like clients, and realigned our services to adjust to changing market conditions and the needs of the firm.  If you are considering restructuring your firm's marketing and business development functions, I encourage you to read her <a href="http://expertisemarketing.com/integrationimperative/index.html" target="_blank">book</a>.  </p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/the-integration-imperative.html</feedburner:origLink></entry>
    <entry>
        <title>Four Strategies to Thrive in a Downturn</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/vk6ousMRq4o/four-strategies-to-thrive-in-a-downturn.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/four-strategies-to-thrive-in-a-downturn.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a647dc32970b</id>
        <published>2009-11-01T12:26:49-07:00</published>
        <updated>2009-11-01T12:26:49-07:00</updated>
        <summary>The Boston Consulting Group has four videos on "Winning in a Downturn, Accelerating in the Upturn" on the Wharton @Knowledge site. The focus on (1) Generating Cash, (2) Finding Strategic Opportunities, (3) Managing in Turbulent Times and (4) Seeking New...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>The Boston Consulting Group has four videos on <a href="http://knowledge.wharton.upenn.edu/special_section.cfm?specialID=92" target="_blank">"Winning in a Downturn, Accelerating in the Upturn"</a> on the Wharton @Knowledge site.  The focus on (1) Generating Cash, (2) Finding Strategic Opportunities, (3) Managing in Turbulent Times and (4) Seeking New Sources of Growth.  </p>
<p>A few take-aways:</p>
<p>	-  Leaders must listen (like never before) to employees, clients and the market to identify opportunities and possible land mines.</p>
<p>	-  Leaders must focus on maintaining trust (like never before) to keep key talent and teams together.  People may stay with a troubled company in a difficult time when the job market is down, but when it picks up, they may bail for other opportunities.  Leaders must act with integrity and transparency.</p>
<p>	-  Leaders must focus on improving morale (like never before) to keep people focused and motivated to perform.  </p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/four-strategies-to-thrive-in-a-downturn.html</feedburner:origLink></entry>
    <entry>
        <title>Preparing Associates to Sell</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/Bs385JGSEXw/preparing-associates-to-sell.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/preparing-associates-to-sell.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a69d479c970c</id>
        <published>2009-11-01T12:05:52-07:00</published>
        <updated>2009-11-01T12:05:52-07:00</updated>
        <summary>The Wall Street Journal's Law Blog has an insightful post on "Do Law Firm Associates Fear Rainmaking?" It articulates the paradox of associates (and perhaps most lawyers) reluctance to engage in sales and the obvious necessity of building one's individual...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Business Development" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>The Wall Street Journal's Law Blog has an insightful <a href="http://blogs.wsj.com/law/2009/10/21/do-law-firm-associates-fear-rainmaking/?blog_id=14&amp;post_id=20545" target="_blank">post</a> on "<a href="http://blogs.wsj.com/law/2009/10/21/do-law-firm-associates-fear-rainmaking/?blog_id=14&amp;post_id=20545" target="_blank">Do Law Firm Associates Fear Rainmaking</a>?" It articulates the paradox of associates (and perhaps most lawyers) reluctance to engage in sales and the obvious necessity of building one's individual book of business and attracting clients to the firm.  </p>
<p>This <a href="http://www.legalweek.com/legal-week/blog-post/1558990/why-junior-lawyers-fear-winning-business" target="_blank">Legalweek.com</a> eludes that lawyer's training focuses on academic performance and not necessarily the people skills and risk tolerance required for success in sales.  It reminds me of the work of Susan Daicoff, who wrote the book, <a href="http://www.amazon.com/Lawyer-Know-Thyself-Psychological-Personality/dp/159147096X" target="_blank">Lawyer, Know Thyself</a>, in which she discusses how law school literally changes the way people think.  </p>
<p>Perhaps we need to consider law school education to focus not only on the study of law and ethics, but also on people and business skills.  Business and medical schools have dramatically changed their approach to give their graduates better "bedside skills".  It is no wonder that law firms, despite significant budget cuts, are still investing in business development training and coaching.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/preparing-associates-to-sell.html</feedburner:origLink></entry>
    <entry>
        <title>Good Lawyers, Good Leaders?</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/qYYYGeHa1eQ/good-lawyers-good-leaders.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/good-lawyers-good-leaders.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a6479a39970b</id>
        <published>2009-11-01T10:35:27-07:00</published>
        <updated>2009-11-01T10:35:27-07:00</updated>
        <summary>I want to thank Janet Ellen Raasch for her article on lawyer leadership, based on my keynote address for the Legal Marketing Association's Rocky Mountain Chapter in September. Janet is a legal ghostwriter that reports on all of the chapter's...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>I want to thank <a href="http://www.constantcontentblog.com/promo/about/" target="_blank">Janet Ellen Raasch</a> for her article on <a href="http://www.constantcontentblog.com/2009/09/articles/writing-samples-legal-marketin/legal-personality/good-lawyers-good-leaders-are-they-mutually-exclusive/" target="_blank">lawyer leadership</a>, based on my keynote address for the <a href="http://www.legalmarketing.org/rockymountain" target="_blank">Legal Marketing Association's Rocky Mountain Chapter</a> in September.   Janet is a legal ghostwriter that reports on all of the chapter's programs, writing a summary in the form of an article, and distributing it to various legal media outlets.  She maintains a terrific blog, <a href="http://www.constantcontentblog.com/">Constant Content</a>.   This week she'll be a guest moderator on <a href="http://community.martindale.com/Default.aspx" target="_blank">Martindale Hubbell Connected</a>, hosting a conversation in the Legal Marketing Group Forum.</p>
<p>You can read Janet's article, <a href="http://www.constantcontentblog.com/2009/09/articles/writing-samples-legal-marketin/legal-personality/good-lawyers-good-leaders-are-they-mutually-exclusive/" target="_blank">Good Lawyers. Good Leaders. Are They Mutually Exclusive?</a> on her blog, or download it <a href="http://www.constantcontentblog.com/uploads/file/Beese%20Leadership%20Sept%202009.doc" target="_blank">here</a>.  </p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/11/good-lawyers-good-leaders.html</feedburner:origLink></entry>
    <entry>
        <title>Leadership Lessons from Senator Bennet</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/kCOqE5MwacA/leadership-lessons-from-senator-bennet.html" />
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        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a644dab0970b</id>
        <published>2009-10-31T13:23:00-06:00</published>
        <updated>2009-10-31T13:23:00-06:00</updated>
        <summary>The Denver Metro Chamber Leadership Foundation held its annual Leadership Forum for alumni of their various programs, including Leadership Denver. United States Senator Michael Bennetspoke on the topic of leadership, calling on his experience in both the private and public...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>The Denver Metro Chamber Leadership Foundation held its annual Leadership Forum for alumni of their various programs, including Leadership Denver.  United States Senator <a href="http://bennet.senate.gov/about/" target="_blank">Michael Bennet</a>spoke on the topic of leadership, calling on his experience in both the private and public sector over the past 20+ years.   Senator Bennet is lawyer, who at one time was an associate for an amlaw 100 firm.  Here is a sample from my notes:</p>
<ul>
<li>Know the budget better than anyone else, because the budget is the #1 management tool.  If you can understand the budget, you can control the process.</li>
<li>Learn the substance of the business before you try to lead the business.  If you are leading a school district, learn the teaching business.  You can't rely on others who know the business if you don't.</li>
<li>Spend time not in your office, but in other peoples' offices, on porches, in coffee shops and in the field.  Meet with people on the front line.  Build a team so you can work towards a collective goal.</li>
<li>No job is too small.  Everyone can do anything to get things done.  </li>
<li>Get measurements right.  Measure the right things that will lead to meeting your goals.</li>
<li>It is the leader's role to put the organization on the path to continuous improvement.  Get the systems in place to improve.</li>
<li>"When I interviewed for an associate job in big law firms, I was staggered - utterly staggered - by the lack of diversity in law firms.  And it hasn't changed in 20 years."</li>
<li>You are not effective when you are trying to do other people's job.  Find people who are great at what they do and empower them to do it.  Focus on what you do best and delegate to your team.</li>
<li>Leaders need to develop a coherent theory of action and enlist others to make it happen.</li>
<li>Focus on people.  </li>
</ul></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/10/leadership-lessons-from-senator-bennet.html</feedburner:origLink></entry>
    <entry>
        <title>Eight Ways Admin Staff can Participate in Business Development</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/I22rOFyigag/eight-ways-admin-staff-can-participate-in-business-development.html" />
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        <id>tag:typepad.com,2003:post-6a00d83452fadd69e20120a6814ff3970c</id>
        <published>2009-10-28T12:32:24-06:00</published>
        <updated>2009-10-28T12:32:24-06:00</updated>
        <summary>While the burden of business development falls primarily on attorneys, staff members such as secretaries, administrative assistants, paralegals, technologists, librarians and directors can and should make significant contributions to the firm’s business development efforts. Here are eight ways staff can...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="html" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
&lt;div xmlns="http://www.w3.org/1999/xhtml"&gt;&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;While the burden of business development falls primarily on attorneys, staff members such as secretaries, administrative assistants, paralegals, technologists, librarians and directors can and should make significant contributions to the firm’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;Here are eight ways staff can make a difference.&lt;/span&gt;&lt;/p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Provide remarkable client service:&lt;/strong&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;For many clients, an attorney’s secretary or assistant is their lifeline to the firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Attorneys rely on staff to help them be responsive to phone messages and email while they are busy with cases and deals.&amp;#0160;&lt;/span&gt;&lt;/font&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Staff members, especially assistants, need to take the time to get to know their clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Have your attorney introduce you in person.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Get to know the client’s voice when they call.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Do some research on their business and the details of the matter.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Understand what is at stake for the client professionally and personally.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Learn their communication styles and preferences.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Develop a relationship with the client’s administrative assistant and other members of their team (especially the accounts payable folks). &lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Remarkable client service is defined differently by each client.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Remarkable client service will open the doors to new and interesting work, and retain profitable clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Remarkable client service will drive referrals and word of mouth advertising.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Look for ways to WOW your clients in an individual and person way.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="2" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Create a Verbal Business Card (VBC):&lt;/strong&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;A verbal business card is an effective way to introduce your firm to other people.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It is often used in social and professional networking situations.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Some people call it an elevator speech.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;font face="Times New Roman" size="3"&gt;&amp;#0160;
&lt;/font&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;How would you answer these questions at a cocktail party? &lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;“So, where do you work?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What do you do?”&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Many of us might answer in lawyerese, “I’m a litigation support specialist for a PI firm that handles med-mal cases.”&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;What????&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;A VBC identifies whom you serve (target market), how you help them (add value) and what services you or the firm provide.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It might be phrased in the following format, &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-tab-count: 1"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;I/We help (target market) to (value proposition) through or by (services).&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;For example, &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-tab-count: 1"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;I work for a law firm that helps land owners make money by developing underutilized properties.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;They rely on us to handle all of the legal and regulatory details so that they can focus on the business.&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;A good VBC is intriguing.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It invites questions.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You should be prepared to communicate:&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span style="mso-tab-count: 1"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;		&amp;#0160;&amp;#0160;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;The firm’s value proposition, which is how you are helpful or valuable to your clients.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Why are you worth “twice the fees” to your clients?&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Three points of difference:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What makes your firm different from the others?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Why is that important to your clients?&lt;br /&gt;&lt;br /&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="TEXT-INDENT: -0.25in; MARGIN: 0in 0in 0pt 1.25in; mso-list: l1 level1 lfo2; tab-stops: list 1.25in"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-list: Ignore"&gt;&lt;font size="3"&gt;-&lt;/font&gt;&lt;/span&gt;&lt;span style="FONT: 7pt &amp;#39;Times New Roman&amp;#39;"&gt;		&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;font size="3"&gt;Three stories of success: &lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;How have you or your firm made a client successful?&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;What is the proof of your value proposition?&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Once you prepare your VBC with points of difference and success stories, you will be surprised how often you will use it.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You will also be surprised by how well people recall you and your firm in the future.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="3" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Be Alert to Opportunities&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;As you interact with clients and potential clients, network in the community and talk with friends, &lt;em style="mso-bidi-font-style: normal"&gt;listen&lt;/em&gt; for opportunities for your firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160;&lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Be aware of ‘trigger events’ that might lead a company or client to consider changing lawyers or law firms.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Perhaps you may hear her/him expressing dissatisfaction over another firm’s work or responsiveness.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;It may be a discussion of expansion, a merger, or of possible litigation.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Perhaps they need legal help in an area that your firm is not currently providing service.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You can be the eyes and ears of the firm to identify opportunities among existing and potential clients.&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Be prepared to ask questions and offer to introduce the client/prospect to an attorney in the firm.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Your role is best seen as an internal referral source rather than someone soliciting business.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;For you to be effective, you must understand the practice areas and industries your firm serves.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Find the right attorney who is the best match with the potential client and make the introduction.&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="4" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Help attorneys manage their contacts&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Working one’s network to develop relationships is critical to business development.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Many attorneys have a hard time keeping up with their contact information, which can hinder one’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Administrative assistants can help attorneys organize and update their contacts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Deleting contacts that have passed on, updating information on people who have changed jobs, completing missing physical addresses or emails (or websites, blogs, twitter, etc…) can be very helpful.&amp;#0160;&lt;/span&gt;&lt;/font&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Attorneys and firms should also be maintaining targeted e-mail lists so that they can communicate important and timely information to narrowly defined groups of clients and prospects on a moment’s notice.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;You can help your attorneys keep these lists up to date and assure that key clients, prospects, VIPs, thought leaders, media contacts and referral sources are on these lists.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Administrative staff can also help attorneys be more effective in social networking.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;When admin staff have access to an attorney’s contacts (either in Outlook or through a CRM system), they can work on their behalf to ‘friend’ contacts in LinkedIn or Martindale Hubbell Connected.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="5" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Become a part-time competitive intelligence analyst&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;The corporate world is rapidly changing and attorneys need to keep up with the latest news of our clients’ and prospects’ business and industry.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can serve as intelligence gatherers and synthesizers, providing relevant information to attorneys and practice/industry groups, including: &lt;br /&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;ol style="MARGIN-TOP: 0in" type="a"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Setting up news alerts, like Google Alerts, for key clients and prospects, reviewing daily alerts and providing only those stories/links that are relevant to the attorneys&lt;br /&gt;&lt;/span&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Setting up litigation alerts, such as Thompson/Reuters or LexisNexis, reviewing daily and providing only those relevant cases to the attorneys.&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Receiving email newsletters, reviewing blogs and other online content via RSS feeds, culling out useless information, and providing a summary of relevant information to the attorney or group.&lt;/span&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Many firms circulate this information with industry groups via email lists or the firm’s intranet.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;Some re-purpose the information and make it available to clients and prospects via email alerts or blogs.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;Staff can also learn basic competitive research techniques, such as profiling a company or individual prior to a business development meeting.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Developing a basic research protocol of visiting web sites such as LinkedIn, ZoomInfo, Martindale Hubbell, Legal OnRamp, Hoovers, Google News, company and industry web sites can help an attorney as s/he prepares for a meeting.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;ol start="6" style="MARGIN-TOP: 0in" type="1"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Business Development Tracking&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;One of the keys to successful business development is having discipline in planning and tracking your BD activity.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Staff can help attorneys develop a lead/prospect tracking system.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;A simple system consists of a spreadsheet with the following fields:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Name, Company, Title, Needs/Wants, Opportunities and Next Steps.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;The staff person can help attorneys keep the spreadsheet up to date, and assist with follow up and implementation.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;br /&gt;&lt;/span&gt;&lt;/span&gt;&lt;/font&gt;&lt;br /&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Seasoned rainmakers also develop a monthly action list, outlining the people s/he will call, email, set up appointments an lunches and entertainment.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can help manage the monthly action list and assist with scheduling appointments.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;A strong attorney/admin team focused on setting up meetings is hard to beat.&lt;/span&gt;&lt;/li&gt;

&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Relationship Management&lt;/strong&gt;:&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;This is related to a number of points above, but worth mentioning as a separate concept.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Admin staff can help attorneys build stronger relationships with clients by focusing on the details, such as:&lt;br /&gt;&lt;/span&gt;&lt;/font&gt;&lt;/li&gt;
&lt;ol style="MARGIN-TOP: 0in" type="a"&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Remembering client birthdays and sending a card or small gift.&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Managing a client/matter online calendar and keeping the attorney and/or client team on track.&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Participating in client team meetings so that staff is aware of pressure points, potential land mines and critical success factors of the project.&lt;br /&gt;&lt;/span&gt;&lt;/li&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Generally making the attorneys, client team and firm look good to the client.&amp;#0160;&lt;br /&gt;&lt;/span&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;li class="MsoNormal" style="MARGIN: 0in 0in 0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in"&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt;&lt;strong style="mso-bidi-font-weight: normal"&gt;Marketing Materials: &lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;&lt;/strong&gt;Staff members are well positioned to create and assemble general marketing materials that attorneys can use when meeting with potential clients, speaking at industry events or hosting events.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Every attorney should have an updated biography, practice group description, a list of relevant projects/cases and relevant authored articles.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&lt;/span&gt;Keeping the web site up to date with relevant articles, updated bios, upcoming events, press releases, speaking gigs, etc… is also very important.&lt;/span&gt;&lt;/font&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/li&gt;
&lt;/ol&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Staff can, and should, play an important role in a firm’s business development efforts.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;Marketing a law firm, as in any business, is a never-ending task.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;The most successful firms have strong attorney-staff teams that together are marketing machines. &lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;em style="mso-bidi-font-style: normal"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;Mark Beese is President of Leadership for Lawyers, LLC.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;He consults with law firms and other professional service organizations in the areas of marketing, business development and leadership development.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160; &lt;/span&gt;He can be reached at &lt;/span&gt;&lt;a href="mailto:mark@leadershipforlawyers.com"&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;mark@leadershipforlawyers.com&lt;/span&gt;&lt;/a&gt;&lt;font size="3"&gt;&lt;span style="font-family: Times New Roman;"&gt; or (303) 913 8830.&lt;span style="mso-spacerun: yes"&gt;&amp;#0160;&amp;#0160; &lt;/span&gt;www.leadershipforlawyers.com&lt;o:p&gt;&lt;/o:p&gt;&lt;/span&gt;&lt;/font&gt;&lt;/em&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt 0.5in"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;o:p&gt;&lt;span size="3" style="font-family: Times New Roman;"&gt;&amp;#0160;&lt;/span&gt;&lt;/o:p&gt;&lt;/p&gt;&lt;/div&gt;
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/10/eight-ways-admin-staff-can-participate-in-business-development.html</feedburner:origLink></entry>
    <entry>
        <title>How Essential is a CMO?</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/5C5BbS5e5ng/how-essential-is-a-cmo.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/05/how-essential-is-a-cmo.html" thr:count="1" thr:updated="2009-10-23T06:50:09-06:00" />
        <id>tag:typepad.com,2003:post-67070587</id>
        <published>2009-05-20T15:42:54-06:00</published>
        <updated>2009-05-20T15:42:54-06:00</updated>
        <summary>In today's AMLaw Daily, reporter Zach Lowe posits the question,"How Essential is a CMO?" While his article doesn't attempt to answer the question, here are my two bits: In many companies, the CMO (Chief Marketing Officer) is responsible for all...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>In today's AMLaw Daily, reporter Zach Lowe posits the question,<a href="http://amlawdaily.typepad.com/amlawdaily/2009/05/cmos-duane.html" target="_blank">"How Essential is a CMO?"</a>  While his article doesn't attempt to answer the question, here are my two bits:</p>
<p>In many companies, the CMO (Chief Marketing Officer) is responsible for all things marketing, public relations and business development. S/He is the key strategist and implementation leader, and part of the executive team rounded out by other C-level folks in finance, accounting, IT, etc..  The CMO reports to the CEO, who typically reports to a board of directors, representing shareholders or owners.</p>
<p>In law firms, the role of CMO is often muted, in part because of the relatively young profession of legal marketing and in part of the unique and inefficient management structure of law firms.  In most cases, the owners or shareholders of law firms serve on its board of directors, serve in the role of CEO, are the firm's key sales people, and craft or approve the firm's policy, strategy and budget for marketing and business development.  The CMO plays the role of internal brand and strategy consultant, traffic cop, team leader, vendor manager, coach and occasional change agent - all within a structure that makes decision making difficult, at best.</p>
<p>So, how essential is a CMO?</p>
<p>Regardless of what you call it - CMO, Marketing Director, Chief Business Development Officer - law firms need leaders who can:</p>
<ol>
<li><strong>Brand</strong> - help their firm and lawyers communicate the character, personality and value of its people and services.  Marketers get this.  Clients get this.  This doesn't mean expensive ad buys, but it does mean paying attention to basic rules of communication.  Creativity helps. CMOs lead the efforts to assure a consistent and accurate brand.</li>
<li><strong>Train and direct staff -</strong>  Llawyers are best utilized when they are working for clients, not when they are writing a proposal or seminar ad copy.  Firms can increase profits by leveraging marketing, communications and other tasks by letting marketing professionals do it.  This is not rocket science, but firms do need marketing staff that understand the legal issues, the business issues of their clients, and the applicable rules of professional conduct.  They also need staff that have the emotional intelligence and people skills to work with lawyers.  CMOs train and direct staff to effectively and efficiently conduct marketing projects, allowing lawyers to do what they do best.</li>
<li><strong>Motivate and engage</strong> -  Let's face it - working for lawyers is no walk in the park.  A successful law firm marketer will see increased revenue and profitability for the firm, but because marketers are rarely partners or shareholders, rarely do they share in the financial success.  Granted, <em>some</em> CMOs have been well compensated of late, but many front-line marketing staff are compensated below what they would make in other industries.  How do you motivate a marketing manager to help a millionaire litigator to make another $500,000 this  year, when she is making $60,000?  CMOs find ways to make work meaningful for their staff.  They motivate and engage them to work hard to fulfill a mission that may not include financial reward.  </li>
<li><strong>Spark Change</strong> - In some ways, the legal profession is slow to change, but many of the practice management changes over the past 20 years have been driven by marketers:  client satisfaction surveys, CRM, seminar (content-based) marketing, advertising, branding, business development training and coaching, web and e-marketing. I'll be the first to admit that not all of these changes have been effectively implemented industry-wide. CMOs borrow, steal and innovate to help their firms be recognized as thought leaders in their field and effect cultural change to make business development more effective.</li>
<li><strong>Coach Lawyers</strong> - Many CMOs come from other industries or professions, bringing insights, processes and models that help lawyers and law firms achieve their business development, marketing and management goals.   CMOs help lawyers, often one-on-one, find their path to balancing billable work, business development, personal brand/reputation development, management responsibilities and their personal lives.  Sometimes CMOs do this themselves; often they do it in partnership with their top staff.  Frequently it is done over a cup of coffee or bottle of beer.</li>
</ol>
<p>So, how essential is a CMO?  Can  you run a marketing/business development function without a competent leader?  Can you effect lasting change without a C-level champion?  Can you expect law firms to be managed like a business without a chief marketing officer being responsible for all things marketing and business development?</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/05/how-essential-is-a-cmo.html</feedburner:origLink></entry>
    <entry>
        <title>Alternative Fees = Alternative Delivery</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/1h_mH30YUjQ/alternative-fees-alternative-delivery.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/alternative-fees-alternative-delivery.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65659359</id>
        <published>2009-04-17T11:27:48-06:00</published>
        <updated>2009-04-17T11:27:48-06:00</updated>
        <summary>The Denver Business Journal quoted me in an article on ACC's Value Challenge and alternative fees,Law field seeks alternatives to billable-hours system. I'm glad that the reporter got the idea that alternative fees mean changing how firms deliver service: “The...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2011570268ad4970b-popup" onclick="window.open(this.href,'_blank','scrollbars=no,resizable=yes,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0'); return false" style="FLOAT: left"><img alt="Jimandted" class="at-xid-6a00d83452fadd69e2011570268ad4970b " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2011570268ad4970b-120wi" style="MARGIN: 0px 5px 5px 0px" title="Jimandted" /></a> </p>
<p>The Denver Business Journal quoted me in an article on ACC's Value Challenge and alternative fees,<a href="http://denver.bizjournals.com/denver/stories/2009/04/20/focus3.html" target="_blank">Law field seeks alternatives to billable-hours system</a>.  I'm glad that the reporter got the idea that alternative fees mean changing how firms deliver service:</p>
<p>“The question is which firms are more agile and flexible to come up with fee systems that best meet the needs of their clients,” Beese said. “It’s not easy; it’s a huge cultural change. And there are questions on how it affects compensation and profitability. If it’s done well, it’s not just a change in how you bill for the service; it’s also how you provide the service.”</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/alternative-fees-alternative-delivery.html</feedburner:origLink></entry>
    <entry>
        <title>A Client's Poem</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/rF3C51gN9c0/a-clients-poem.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/a-clients-poem.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65400743</id>
        <published>2009-04-13T08:25:28-06:00</published>
        <updated>2009-04-13T08:25:28-06:00</updated>
        <summary>April is National Poetry Month, so I thought I'd share one of my favorite client service poems by Felice Wagner, former consultant, now CMO of Sutherland. A Client's Poem If only you'd ask, I'd be happy to say I wish...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>April is National Poetry Month, so I thought I'd share one of my favorite client service poems by Felice Wagner, former consultant, now CMO of Sutherland.</p>
<p><strong><span style="text-decoration: underline;">A Client's Poem</span></strong> <br /><br />If only you'd ask, I'd be happy to say<br />I wish you would do things more often my way.<br /><br />If only you'd ask, I'd be happy to say<br />I don't like that new partner that calls everyday.<br /><br />If only you'd ask, I'd be happy to say<br />I'd like you to bill me in an alternative way.<br /><br />If only you'd ask, I'd be happy to say<br />We have four new matters that came in just today.<br /><br />If only you'd ask, I'd be happy to say<br />Being responsive to me means you call back the same day.<br /><br />If only you'd ask, I'd be happy to say<br />There are three other law firms we're considering today.<br /><br />If only you'd ask, I'd be happy to say<br />I expect your budget to reflect what I'll pay.<br /><br />If only you'd ask, I'd be happy to say<br />When you go over budget, I see my career slip away.<br /><br />If only you'd ask, I'd be happy to say<br />I wish you would do things more often my way.</p>
<p>by Felice C. Wagner <br />October 2003 <br /></p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/a-clients-poem.html</feedburner:origLink></entry>
    <entry>
        <title>HR.Com: Growing Law Firm Leaders</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/U98W05YpiEM/hrcom-growing-law-firm-leaders.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/hrcom-growing-law-firm-leaders.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65388187</id>
        <published>2009-04-12T20:35:40-06:00</published>
        <updated>2009-04-12T20:35:40-06:00</updated>
        <summary>Here's an interesting article based on a recent survey of law firms' approach to leadership development. Some high (low) lights: There is no consistent process among law firms on how emerging leaders are identified. Executive Committees, Practice Group Leaders and...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>Here's an interesting <a href="http://www.hr.com/sfs?t=/contentManager/onStory&amp;e=UTF-8&amp;i=1116423256281&amp;l=0&amp;ParentID=1119278167731&amp;StoryID=1236380677646&amp;highlight=1&amp;keys=Beverly+%2BL.+%2Bweise&amp;lang=0&amp;active=no" target="_blank">article</a> based on a recent survey of law firms' approach to leadership development.  Some high (low) lights:</p>
<ul>
<li>There is no consistent process among law firms on how emerging leaders are identified. Executive Committees, Practice Group Leaders and Managing Partners may all have a role in identifying potential talent. In nearly a quarter of firms, no individual or group formally takes on that responsibility.  While in comparison to other industries, the CPP study reported that 53% of companies surveyed globally (and 60% in North America) have a formal leadership development process in place. </li>
<li>
<p>By far, the preferred choice for developing leaders in law firms include “on-the-job leadership experience” and the use of “internal mentors.” Though these methods have become the norm in many firms, they remain, now more than ever, incomplete. In relying on basic, default methods, firms continue to miss the bigger picture in developing more evolved leaders. </p></li>
<li>
<p>There can be costly mistakes or missed opportunities from learning-on-the-job. If those emerging leaders are not given ongoing, concrete support, they may miss vital opportunities to reflect on their learning, enhance their skills and gain new insights – all of which help to accelerate an individual’s readiness in assuming a key leadership role. </p></li>
<li>
<p>With outside guidance from a trained executive coach, this support is reinforced with fresh perspective. Executive coaching is still a rather new phenomenon in law firms; yet, in the CPP global HR survey, over 40% indicated their companies have a formal executive coaching program in place, trumping most law firms who fall behind in this proven approach to developing leadership talent. </p></li>
</ul></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/hrcom-growing-law-firm-leaders.html</feedburner:origLink></entry>
    <entry>
        <title>Alltop Leadership</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/n8dohSMYtQQ/alltop-leadership.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/alltop-leadership.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65387135</id>
        <published>2009-04-12T19:57:46-06:00</published>
        <updated>2009-04-12T19:57:46-06:00</updated>
        <summary>I want to thank Guy Kawasaki and Neenz Faleafine for including Leadership for Lawyers on their "Alltop Leadership" page. Alltop is a aggregation of top news and blog sites, fed by RSS feeds. Guy, Neenz and have created pages focusing...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f2016b3970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="Alltop" class="at-xid-6a00d83452fadd69e201156f2016b3970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f2016b3970c-120wi" style="MARGIN: 0px 5px 5px 0px" /></a> I want to thank <a href="http://www.guykawasaki.com/" target="_blank">Guy Kawasaki</a> and <a href="http://faleafine.com" target="_blank">Neenz Faleafine</a> for including Leadership for Lawyers on their <a href="http://leadership.alltop.com/" target="_blank">"Alltop Leadership"</a> page.  <a href="http://alltop.com/" target="_blank">Alltop</a> is a aggregation of top news and blog sites, fed by RSS feeds.  Guy, Neenz and have created pages focusing on topics from <a href="http://africa.alltop.com/" target="_blank">Africa</a> to <a href="http://zoology.alltop.com/">Zoology</a>.  Alltop Leadership has feeds from some of the best web sites on leadership.  If you are interested in leadership topics, I'd encourage you to visit <a href="http://leadership.alltop.com/">http://leadership.alltop.com/</a> daily. Thanks Guy and Neenz!</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/alltop-leadership.html</feedburner:origLink></entry>
    <entry>
        <title>COLPM Futures Conference </title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/zTkffIP42eM/colpm-futures-conference-.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/colpm-futures-conference-.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65386477</id>
        <published>2009-04-12T19:31:00-06:00</published>
        <updated>2009-04-12T19:31:00-06:00</updated>
        <summary>For the first time (that I know of) the College of Law Practice Management is opening part of their annual meet to non-members. The "Futures Conference" will be held September 25 &amp; 26, 2009 in Denver. The Futures Program will...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>For the first time (that I know of) the College of Law Practice Management is opening part of their annual meet to non-members.  The "Futures Conference" will be held September 25 &amp; 26, 2009 in Denver.  </p>
<p>The <strong>Futures Program</strong> will feature leaders in our profession interacting with Fellows of the College in thought-provoking dialogue. As the name implies, conference attendees will address how changes from outside and within the legal profession might unfold to impact the future of the profession, and the resulting challenges to law firm leadership and management. </p>
<p>Watch their website (<a href="http://www.colpm.org" target="_blank">www.colpm.org</a>) for more information.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/colpm-futures-conference-.html</feedburner:origLink></entry>
    <entry>
        <title>InnovAction 2009 Deadline is June 1, 2009</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/_HKtQcXGFrs/innovaction-2009-deadline-is-june-1-2009.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/innovaction-2009-deadline-is-june-1-2009.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65386375</id>
        <published>2009-04-12T19:25:46-06:00</published>
        <updated>2009-04-12T19:25:46-06:00</updated>
        <summary>The College of Law Practice Management has opened is call for entries for the 2009 InnovAction Awards. InnovAction recognizes law firms world wide for implementing truly new ideas in the practice of law. Here's COLPM's description: "The InnovAction Awards is...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f200daf970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="Halloffame_button" class="at-xid-6a00d83452fadd69e201156f200daf970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f200daf970c-120wi" style="MARGIN: 0px 5px 5px 0px" /></a>The College of Law Practice Management has opened is call for entries for the 2009 InnovAction Awards.  InnovAction recognizes law firms world wide for implementing truly new ideas in the practice of law.  Here's COLPM's description:</p>
<p>"The InnovAction Awards is a worldwide search for lawyers, law firms, and other deliverers of legal services who are currently engaged in some extraordinarily innovative efforts. The goal is to demonstrate to the legal community what can be created when passionate professionals, with big ideas and strong convictions, are determined to make a difference. Each year, we present the coveted InnovAction Awards to those unsung heroes and rising stars within the legal profession who dare to think differently and succeed by doing so."</p>
<p>The 2009 InnovAction Awards (NoVa, for short) will be awarded at the College's annual meeting in Denver in September.  For more information, go to:  <a href="http://www.innovactionaward.com" target="_blank">www.innovactionaward.com</a>.  Visit the web site to read about some of their past winners and read their <a href="http://www.innovactionaward.com/media/pnc/7/media.137.pdf" target="_blank">innovation e-zine</a> (worth the download and read!)</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/innovaction-2009-deadline-is-june-1-2009.html</feedburner:origLink></entry>
    <entry>
        <title>Leadership in Law Firms - LMA September Program</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/RCHEPU8a34s/leadership-in-law-firms-lma-september-program.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/leadership-in-law-firms-lma-september-program.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65238177</id>
        <published>2009-04-08T13:23:35-06:00</published>
        <updated>2009-04-08T13:23:35-06:00</updated>
        <summary>I will also be speaking at the Legal Marketing Association meeting in Denver on September 8th at 11:30 am. The topic is leadership in law firms. Here's the blurb: Being the Leader You Would Want to Follow Why is it...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="html" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
&lt;div xmlns="http://www.w3.org/1999/xhtml"&gt;&lt;p&gt;&lt;a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f139618970c-popup" onclick="window.open( this.href, &amp;#39;_blank&amp;#39;, &amp;#39;width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0&amp;#39; ); return false" style="FLOAT: left"&gt;&lt;img alt="Lma" class="at-xid-6a00d83452fadd69e201156f139618970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f139618970c-120wi" style="MARGIN: 0px 5px 5px 0px" /&gt;&lt;/a&gt;I will also be speaking at the Legal Marketing Association meeting in Denver on September 8th at 11:30 am.&amp;#0160; The topic is leadership in law firms.&amp;#0160;&amp;#0160; Here&amp;#39;s the blurb:&amp;#0160; &lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;strong&gt;&lt;span style="text-decoration: underline;"&gt;&lt;span style="FONT-SIZE: 11pt; COLOR: #1f497d; FONT-FAMILY: &amp;#39;Calibri&amp;#39;,&amp;#39;sans-serif&amp;#39;"&gt;Being the Leader You Would Want to Follow&lt;o:p&gt;&lt;/o:p&gt;&lt;/span&gt;&lt;/span&gt;&lt;/strong&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span style="FONT-SIZE: 11pt; COLOR: #1f497d; FONT-FAMILY: &amp;#39;Calibri&amp;#39;,&amp;#39;sans-serif&amp;#39;"&gt;&lt;o:p&gt;&amp;#0160;&lt;/o:p&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p class="MsoNormal" style="MARGIN: 0in 0in 0pt"&gt;&lt;span style="FONT-SIZE: 11pt; COLOR: #1f497d; FONT-FAMILY: &amp;#39;Calibri&amp;#39;,&amp;#39;sans-serif&amp;#39;"&gt;Why is it hard to lead lawyers?&amp;#0160; How can I get lawyers to act, instead of just talk?&amp;#0160; How can I be a leader when I lack authority (and I don’t have a J.D.?)&amp;#0160; How can I help lawyers lead effective teams?&amp;#0160; How can I turn conflict into opportunity for positive change?&amp;#0160; How do you build consensus and commitment for projects?&lt;o:p&gt;&lt;/o:p&gt;&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;Visit &lt;a href="http://www.legalmarketing.org/rockymountain"&gt;RockyMountainLMA.Com&lt;/a&gt;&amp;#0160;for registration information.&amp;#0160; &lt;/p&gt;&lt;/div&gt;
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/leadership-in-law-firms-lma-september-program.html</feedburner:origLink></entry>
    <entry>
        <title>Speaking at LegalTech West 2009</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/HsGtmLDlH78/speaking-at-legaltech-west-2009.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/speaking-at-legaltech-west-2009.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-65230335</id>
        <published>2009-04-08T10:54:59-06:00</published>
        <updated>2009-04-08T10:54:59-06:00</updated>
        <summary>I will be speaking at LegalTech West Coast on June 25th with Vanessa DiMauro on the topic of leveraging Web 2.0 tools like blogging, linkedin, facebook and twitter for business development purposes. If you are planning on attending, drop me...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f126fec970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="Legal Tech" class="at-xid-6a00d83452fadd69e201156f126fec970c" src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e201156f126fec970c-120wi" style="MARGIN: 0px 5px 5px 0px" /></a>  I will be speaking at <a href="http://www.legaltechshow.com/r5/cob_page.asp?category_id=55813&amp;initial_file=cob_page-ltech.asp" target="_blank">LegalTech West Coast</a> on June 25th with <a href="http://www.leadernetworks.com/" target="_blank">Vanessa DiMauro</a> on the topic of leveraging Web 2.0 tools like blogging, linkedin, facebook and twitter for business development purposes.  If you are planning on attending, drop me a note or "tweet" me at <a href="http://twitter.com/mbeese">http://twitter.com/mbeese</a>.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/04/speaking-at-legaltech-west-2009.html</feedburner:origLink></entry>
    <entry>
        <title>Advice on Weathering the Storm</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/LHphhcaAsDw/advice-on-weathering-the-storm.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/advice-on-weathering-the-storm.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-61898744</id>
        <published>2009-01-25T18:52:34-07:00</published>
        <updated>2009-01-25T18:52:34-07:00</updated>
        <summary>Every day I read about law firm layoffs and the effect of the recession on our profession. Rarer are insightful articles about what to do about it. Here are a few that I found helpful: Surviving the Slide: What Firms...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Leadership" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536ecb444970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="FLOAT: left"><img alt="DSC04300" class="at-xid-6a00d83452fadd69e2010536ecb444970b " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536ecb444970b-120wi" style="MARGIN: 0px 5px 5px 0px" /></a> Every day I read about law firm layoffs and the effect of the recession on our profession.  Rarer are insightful articles about what to do about it.  Here are a few that I found helpful:</p>
<p><strong><a href="http://www.practicepro.ca/lawpromag/surviving_roundtable_longversion.pdf">Surviving the Slide:  What Firms Should (and Shouldn't) do to Ride Out the Economic Storm.</a></strong>  Panelists Ed Flitton (former managing partner of Holland &amp; Hart), Merrilyn Astin Tarlton, Karen MacKay and Gerry Riskin participate in a prescient panel moderated by Dan Pinnington for LawPro Magazine.  The panel offers insightful and sometimes counter-intuitive advice on matters of leadership, human capital, employee engagement, client relationships, marketing and finance.  Read the <a href="http://www.practicepro.ca/lawpromag/Surviving_the_Slide.pdf">abbreviated article here</a> and the <a href="http://www.practicepro.ca/lawpromag/surviving_roundtable_longversion.pdf">full discussion (worth the read) here.  </a></p>
<p><a href="http://www.gerryriskin.com/weather_the_storm.pdf" target="_blank"><strong>Weathering the Storm.</strong></a>  <a href="http://www.gerryriskin.com">Gerry Riskin</a> and fellow <a href="http://www.edge.ai" target="_blank">Edge Group</a> Consultant <a href="http://www.robmillard.com">Robert Millard</a> offer these seven admonitions to law firm leaders in this <a href="http://www.gerryriskin.com/weather_the_storm.pdf" target="_blank">article</a>.       </p>
<ol>
<li>Display Strong Leadership</li>
<li>Ramp up frequency of financial data reporting</li>
<li>Make the hard decisions quickly and humanely</li>
<li>Focus client and practice team leaders on short term action plans</li>
<li>Involve your clients</li>
<li>Manage internal expectations</li>
<li>This too shall pass:  Keep a balance with your long term strategy</li>
</ol>
<p>On law.com, we find <a href="http://www.law.com/jsp/ihc/PubArticleIHC.jsp?id=1202427281312" target="_blank">ACC's Susan Hackett's advice to GC's on getting through the storm</a>.  Her advice focuses on how to set matter and project budgets for outside law firms.  Her comments are from ACC's new songbook, the <a href="http://www.acc.com/advocacy/valuechallenge/" target="_blank">ACC Value Challenge.</a></p>
<p>Lee Altenberg discusses business development in a National Law Journal article from last May in this <a href="http://www.law.com/jsp/article.jsp?id=900005561673" target="_blank">article</a>.  Gail Cutter offers some personal professional development advice for lawyers in a recession, in this New York Law Journal article, <a href="http://www.law.com/jsp/article.jsp?id=1202423927981" target="_blank">Think Like an Olympian.</a>  </p>
<p>Peter Zeughauser discusses four pillars of a strong law firm culture in hard economic times in the American Lawyer Article,<a href="http://www.law.com/jsp/tx/PubArticleTX.jsp?id=1202427268280">Four Essential Elements of a Strong Law Firm Culture</a>.  They are: </p>
<ol>
<li>Hard Work</li>
<li>Rewards for Rainmakers</li>
<li>Knowing who you are (and aren't)</li>
<li>Transparency, with discretion.</li>
</ol>
<p>Zeughauser is always a must-read.</p>
<p>Finally, I opine on a new e-zine, <a href="http://www.pbdi.org/Originate/" target="_blank">Originate</a>, focusing on relationships with key clients.  Read the article <a href="http://www.pbdi.org/Originate/default.asp?Action=GetDetails&amp;ArticleID=202" target="_blank">here</a>.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/advice-on-weathering-the-storm.html</feedburner:origLink></entry>
    <entry>
        <title>LawDragon Names Top 100 Legal Consultants</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/36IK0qcY4gs/lawdragon-names-top-100-legal-consultants.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/lawdragon-names-top-100-legal-consultants.html" thr:count="1" thr:updated="2009-03-19T20:16:29-06:00" />
        <id>tag:typepad.com,2003:post-61895126</id>
        <published>2009-01-25T16:46:14-07:00</published>
        <updated>2009-01-25T16:46:14-07:00</updated>
        <summary>Late last year LawDragon.com named "100 Legal Consultants You Need to Know". You will find names like Brad Hildebrandt, David Maister, Jay Jaffe and Ann Lee Gibson - all experts in our profession. I'm pleased (and very surprised) that the...</summary>
        <author>
            <name>mark beese</name>
        </author>
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536f62ff5970c-pi" style="FLOAT: left"><img alt="Logo_dragon" border="0" class="at-xid-6a00d83452fadd69e2010536f62ff5970c " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536f62ff5970c-800wi" style="MARGIN: 2px" title="Logo_dragon" /></a>  Late last year <a href="http://www.lawdragon.com/">LawDragon.com</a> named "100 Legal Consultants You Need to Know".  You will find names like Brad Hildebrandt, David Maister, Jay Jaffe and Ann Lee Gibson - all experts in our profession.  I'm pleased (and very surprised) that the Dragon also listed me among these luminaries.  You can read the entire list <a href="http://www.lawdragon.com/index.php/newdragon/100_legal_consultants" target="_blank">here</a>.  Thanks Law Dragon! </p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/lawdragon-names-top-100-legal-consultants.html</feedburner:origLink></entry>
    <entry>
        <title>New Year, New Gig</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/XPcrJTh77uY/new-year-new-gig.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/new-year-new-gig.html" thr:count="2" thr:updated="2009-03-09T09:18:53-06:00" />
        <id>tag:typepad.com,2003:post-61894694</id>
        <published>2009-01-25T16:29:59-07:00</published>
        <updated>2009-01-25T16:29:59-07:00</updated>
        <summary>Since starting this blog in 2005, I've worn several hats, including my day job as Director of Marketing/CMO of Holland &amp; Hart, a 450 attorney law firm based in Denver, Colorado. Earlier this month I left Holland &amp; Hart to...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Current Affairs" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536ec0872970b-pi" style="FLOAT: left"><img alt="Beeseface" border="0" class="at-xid-6a00d83452fadd69e2010536ec0872970b " height="114" src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e2010536ec0872970b-800wi" style="BORDER-RIGHT: #0000ff 1px solid; BORDER-TOP: #0000ff 1px solid; MARGIN: 2px; BORDER-LEFT: #0000ff 1px solid; BORDER-BOTTOM: #0000ff 1px solid" title="Beeseface" width="134" /></a>Since starting this blog in 2005, I've worn several hats, including my day job as Director of Marketing/CMO of Holland &amp; Hart, a 450 attorney law firm based in Denver, Colorado.  Earlier this month I left Holland &amp; Hart to consult full-time.  My website, <a href="http://www.leadershipforlawyers.com">www.leadershipforlawyers.com</a> and this blog have been a venue to communicate ideas about marketing, business development and leadership.  </p>
<p>Now I am helping a wide variety of firms, from AmLaw 100 firms to firms of 50 attorneys with marketing, business development, client feedback,  client service and leadership development projects.   I am particularly interested in helping law firms develop closer and more profitable relationships with existing clients.</p>
<p>I was with Holland &amp; Hart for nearly eight years, and am glad to continue my relationship with the firm as a consultant.   If you know of a firm looking for business development or marketing help, I would appreciate the referral.   For more information, visit <a href="http://www.leadershipforlawyers.com">www.leadershipforlawyers.com</a>.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2009/01/new-year-new-gig.html</feedburner:origLink></entry>
    <entry>
        <title>A Thanksgiving Story</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/sH4ASR6XBOo/a-thanksgiving-story.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2008/11/a-thanksgiving-story.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-59168648</id>
        <published>2008-11-27T15:21:00-07:00</published>
        <updated>2008-11-27T15:21:00-07:00</updated>
        <summary>When I was a boy, I went to the Mid-Winter festival on the Tonawanda Indian Reservation, near Buffalo NY. Dan, one of the Boy Scout leaders in town, managed to get an invitation from the religious leader. Dan's adopted son...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Religion" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>When I was a boy, I went to the Mid-Winter festival on the Tonawanda Indian Reservation, near Buffalo NY.  Dan, one of the Boy Scout leaders in town, managed to get an invitation from the religious leader.  Dan's adopted son is Seneca.  He was too young to spend several days sitting around the longhouse in the middle of winter.  Dan successfully claimed that he wanted to learn Iroquois traditions so that he could pass them on to his son.    Dan, a 40+ year old scoutmaster and I were interested in native culture and were thrilled at the invitation to observe and participate in the festival.</p>
<p>
</p>
<p>It was a typical cold, gray and windy afternoon when we arrived at the reservation.  The long house was a simple one-story rectangular wood-frame building with doors and both ends.  Dan parked his truck and we slowly walked through the door at the east side of the building.  The longhouse looked like it was built 100 years ago.  It was a single room with three rows of raised benches lining the length of the house.  The floor was wooden, well worn from years of communal gathering.  Two wood stoves anchored each end of the long house.  This was the only source of heat in the building.  </p>
<p>On the walls, between the single paned windows, hung false-face masks.  These wooden masks were painted either red or black.  Later we would learn that if the mask was taken from the tree in the morning, it was painted red, in the afternoon, black.  Some incorporated metal.  All had black hair with small pouches of tobacco tied to the forehead.  The more tobacco, the more powerful the mask.  Those in the longhouse believed that the mask contains the spirit of the tree, a spirit that has healing and other powers.  </p>
<p>Near the stoves were three metal folding chairs, which were unoccupied at the moment.  Three teenage boys in jeans and winter coats sat on the benches to our right.  There were about another dozen or so people in the longhouse in small groups, talking or sitting silently.  The boys were silent and ignored our entrance.</p>
<p>We sat down and looked for Corbet Sundown, our host.  Neither of us had met him before.  We asked the silent three, but we didn't get more than a grunt from them.  Before we could find someone else, an elderly woman in traditional dress approached us.  The Iroquois are a matriarchal society, and we were about to receive the matron's 'greeting'.  She wanted to know what we were doing there, who invited us, and what our intentions were.  She was concerned that we were missionaries and told a story of a missionary who once visited the reservation with a message of condemnation to native non-believers.  The evangelist angered the false-face spirits and endured a Job-like fate.  Within weeks of his mission to the reservation his wife left him and his house burned to the ground.  </p>
<p>While we were not missionaries, both Dan and I were church-going Christians.  We promised not to evangelize and to follow their rules, which included stepping outside in the driving snow with a tribal elder every time there was a false-face dance in the longhouse.  After a thirty-minute warning by "the boss", she left us alone.  I presume that she had someone find Chief Sundown, because he showed up not long after.</p>
<p>Corbet Sundown was the Chief of the Seneca Nation, one of the five nations that make up the Iroquois Confederacy.  He introduced himself as the Keeper of the Faith, or a kind of medicine-man of the HauDe No Sau Nee (Iroquois).  He was probably in his seventies at that time.   Short and strong, with a head of white hair beneath a wool baseball cap, he spoke with calm confidence.  It was his job to make sure the tenets of the faith were kept as intended by their founder, Handsome Lake.  Chief Sundown told us about Handsome Lake.  In the late 1700's, as Europeans were making their way across Iroquois land, some indigenous people lost interest in their traditions, including a man named Handsome Lake.  He had a series of life-changing visions illustrating how the people of the nation should live and treat each other.  The Code of Handsome Lake came from the teaching and vision sharing of this prophet from 1799 to his death in 1815.  It condemned drinking of alcohol and encouraged community stewardship.  The entire Code can be read <a href="http://www.sacred-texts.com/nam/iro/parker/index.htm">here</a>.</p>
<p>The mid-winter festival is a Thanksgiving Festival.  Families gather in the longhouse over a three-day period.  They have what seemed as spontaneous social dances, with men, women and children gathering in a circle and dancing to the high pitch of a 10 inch water drum.  Several times throughout the day, representatives from two clans (there are 8 Seneca clans), would sit in the folding chairs near the wood stove and play a game.  In a large wooden bowl were several fruit pits that were colored like dice.  Each clan member would shake the bowl to 'roll the dice'.  The winning clan would get the contents of box or several grocery bags near by.  Each clan would bring food, blankets, winter coats and other goods to be raffled off in this game.  Dan and I brought a several bags of gloves, hats and blankets.  The winning clan would distribute the booty to needy members of their clan.  </p>
<p>(You can read Sundown's thoughts on Thanksgiving <a href="http://tinyurl.com/6yhlus">here</a>.)</p>
<p>Occasionally we would hear the false-face dancers outside, having blessed a house or clan member.  The next day, one of the silent three boys would recount the time that he was healed by a false face dancer, as as such, became eligible to enter the secret society.</p>
<p>Corbet Sundown was our guide and interpreter for the weekend.  He stood with us outside when the false face dancers were inside.  He told us stories and explained the social dances and mid-winter games.  He told us the history of his religion and why there has always been tension between the evangelical Christian church and those that follow Handsome Lake.  There is one story that I'll never forget.  Chief Sundown asked me, "Do you know the difference between Christians and the Indians?"</p>
<p>He answered for me, "The difference between the Christians and my people is how we pray.  The Christians pray to God, 'give me this, give me that.'   It is a give-me religion.  They are always telling God what they want and how they want it.  They are focused on themselves, not on others.  They think God is there to give them what they want."  </p>
<p>"We pray with gratitude.  We pray, 'Thank you for the Sun, that warms us and grows the corn. Thank you for the rain and the snow that gives us water and irrigates the beans.  Thank you for the earth, that feeds the plants.  Thank you for the trees, that give us wood for houses and heat.  Thank you for giving us each other."</p>
<p>Sundown paused and reflected, "You see, we know that God will take care of us.  He always has.  It is our job to recognize his blessing and thank Him for it, not to tell Him what we need.  He knows our need and will provide for us what we need."</p>
<p>So, on Thanksgiving Day, when we re-create the Harvest Celebration of pilgrims and natives, I think of Corbet Sundown's admonition of recognition and thanks.   Happy Thanksgiving.</p></div>
</content>


    <feedburner:origLink>http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2008/11/a-thanksgiving-story.html</feedburner:origLink></entry>
    <entry>
        <title>An Outstanding Example of Sharing Vision</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/aOq0VaucaUg/an-outstanding-example-of-sharing-vision.html" />
        <link rel="replies" type="text/html" href="http://leadershipforlawyers.typepad.com/leadership_for_lawyers/2008/08/an-outstanding-example-of-sharing-vision.html" thr:count="1" thr:updated="2009-01-19T10:44:54-07:00" />
        <id>tag:typepad.com,2003:post-54807552</id>
        <published>2008-08-28T08:49:20-06:00</published>
        <updated>2008-08-28T08:49:20-06:00</updated>
        <summary />
        <author>
            <name>mark beese</name>
        </author>
        
        
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    <entry>
        <title>Denver Welcomes the DNC</title>
        <link rel="alternate" type="text/html" href="http://feedproxy.google.com/~r/typepad/CJfn/~3/jjYJLl5qsfM/denver-welcomes-the-dnc.html" />
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        <id>tag:typepad.com,2003:post-54624130</id>
        <published>2008-08-24T13:57:34-06:00</published>
        <updated>2008-08-24T13:57:34-06:00</updated>
        <summary>The Democratic Party arrives in Denver today, along with 15,000 members of the media and countless corporate executives and lobbyists hoping to connect with the political elite during this historic week. It seems to me that the key word for...</summary>
        <author>
            <name>mark beese</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Television" />
        
        
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<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e200e554515bc58833-pi" style="FLOAT: left"><img alt="Dnc" border="0" class="at-xid-6a00d83452fadd69e200e554515bc58833 " src="http://leadershipforlawyers.typepad.com/.a/6a00d83452fadd69e200e554515bc58833-800wi" style="MARGIN: 2px" title="Dnc" /></a>The Democratic Party arrives in Denver today, along with 15,000 members of the media and countless corporate executives and lobbyists hoping to connect with the political elite during this historic week. </p>
<p>It seems to me that the key word for this event is party.  I recently saw an unofficial party list that went on for more than 20 pages.  I've been getting calls from the media for weeks now, asking, "So, what is your firm doing for the DNC?  Any parties?  Who's coming?"</p>
<p>Many of the major firms are hosting parties this week.  Brownstein Hyatt has been planning their fete at the Denver Art Museum for more than a year.  They expect more than 2,000 in attendance, including former Presidents and politicians of all sorts.  Holland &amp; Hart, Kamlet Shepherd, Patton Bogg and other firms are either throwing their own parties, or hosting events for clients.  </p>
<p>Stars are everywhere.  Getting tickets and access seems to be the buzz this week.  As an <a href="http://www.etown.org/dnc.php">e-town</a> listener, I got the jump on their DNC taping at the DPAC, featuring James Taylor, David Crosby and Graham Nash, Ani DiFranco and others.   Many are still scrambling to get tickets to the Green Sunday at Red Rocks concert tonight, featuring Dave Matthews and Sheryl Crow.   I hear there is still room to play poker at Coors Field with Ben Affleck later this week.  </p>
<p>If  you are in Denver for the convention, drop me a note and tell me about your experience.  See you in Denver.</p></div>
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