08.31.09
Posted in Uncategorized at 10:16 am by Marianne Trost
A: This has been a tough year for many associates (and partners) to meet their hours, so know that you are not alone and try to keep your concern in perspective. There will be lean years in your career and there will be years when you exceed the targets and balance out the leaner years. During slow times, there are proactive steps you can take:
Ask the attorneys in your practice area, even those who do not typically give you assignments, if they have any projects that you can work on. Then ask attorneys in other practice areas whether they have work with which you can assist. Asking can seem awkward, but as a second year associate, you have the advantage of being able to open the conversation by mentioning that you have an interest in being exposed to other practice areas and that you would like to help out since you have the time.
If you ask and an attorney says “no”, make a note on your calendar to follow up again in two or three weeks. If that feels awkward, create an opening for follow up by asking, “Would you mind if I follow up with you in a few weeks to see if anything has changed, or to see if something may have come up that I can help out with?” Don’t give up after one try. Part of getting work is being in the right place at the right time. You have to ask… again and again and maybe even again. (Note: If your firm has a formal practice area rotational process, be sure to coordinate with the person who oversees that.)
If you are still struggling to fill your plate, offer to write an article, a client-alert, or to work on a non-billable business development project. Ask the attorneys you work with if they have any such projects that have been sitting on the back burner that could use your research and writing skills. While non-billable hours are not your first goal, they will keep you busy, keep you focused, potentially beef up your bio, provide an opportunity for others to see your work, and utilize your writing skills. Be certain to record your non-billable hours, even if your firm does not typically track them. Even non-billable hours demonstrate that you are not sitting around being idle and that you are willing to put your time to good use for the benefit of the firm.
If your firm has a pro-bono program, inquire about getting more involved. If they don’t have such a program, ask your mentor or work assignment partner whether pro-bono work might be something the firm would have an interest in. Most local bar associations have pro bono programs. Pro bono work can provide associates with direct client contact, case management opportunities, a chance to utilize a variety of legal skills, and an opportunity to make a positive difference in the community – while staying busy.
Keep a positive attitude (more on that topic in another blog post), be proactive, and remember that this too shall pass.
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07.03.09
Posted in staying in touch at 8:37 am by Marianne Trost
While sitting on the plane reading a stack of publications yesterday, I was reminded of a simple but very useful business development technique i.e. before you sit down with a pile of reading (or a batch of e-communications that need to be cleared out of your inbox) remind yourself to think about contacts who might benefit from a copy of what you read.
With this mindset you will be able to identify opportunities to provide your contacts with information of value while at the same time providing yourself with a legitimate reason to stay in touch.
Every time you read information that would be helpful or of interest to a contact, take a minute or two to write a quick note letting your contact know that you are thinking of them and that you thought the information would be of interest. Then send it to them. It’s as easy as that.
Be certain to apply the Golden Rule, though. Only send information that truly has potential value to the recipient. We all have too much to read and not enough hours in the day to read it all. Yet, therein lays the opportunity. When you take action to be helpful to your contacts by sharing useful information, you leave a positive impression.
So, the next time you tackle your reading pile, do it with a mindset that will benefit others and support your business development goals at the same time.
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05.20.09
Posted in goal setting, planning at 10:29 am by Marianne Trost
I was reminded today of the effectiveness of setting goals that are bite sized.
Like many of you, sometimes I have so many new ideas and so many goals on the list that my energy and focus get diffused among them. Or worse yet, the goal appears to be a bit too time consuming for the present moment, so I put off tackling it until a more opportune time. Meanwhile opportunity passes!
When you take a larger goal and break it into mini-goals, everything becomes a bit more manageable. So, yesterday I set about taking my larger goals and breaking them into bite sized chunks. Then I put a reasonable and realistic timeframe on each of the chunks and calendared them into my Outlook through the remainder of the year.
When I went back to my “e-mails” and my “tasks” and my “to do pile” this morning, it was much easier to push some of the accumulation out into the future for later consideration (without feeling guilty and without worrying that an opportunity would be missed.) It was even possible to discern things that don’t even need to be on the radar screen right now because they are not part of my current, calendared mini-goals.
Large ambitious goals are VALUABLE. It is important to think and play BIG. However, if the size of your goals is keeping you from executing on them, mini-goals can help overcome the stagnation.
If you have been struggling with finding the time to put together your business development plan, or compile your contact list, or draft your marketing materials, or update your website, etc., consider setting smaller, bite-sized mini-goals with reasonable timeframes to help you reach your bigger goals. Together they will help you achieve your bigger goals faster than you ever imagined.
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05.11.09
Posted in business cards, follow up, networking, staying in touch at 2:38 pm by Marianne Trost
One of the simplest and easiest ways to exponentially increase the effectiveness of your business development efforts is to put a system in place that enables you to easily track the status of each of your contacts.
The system does not need to be elaborate or complicated. A simple calendaring system that enables you to make a few notes for each contact will do wonders to make certain that you 1) keep your relationships active and growing and 2) capitalize on opportunities to stay in touch. In fact, the easier and simpler it is, the more likely you will be to use it regularly.
If you don’t have your contacts calendared for follow up, consider starting with new contacts from this day forward. Enter each new contact you make into the system, and calendar out a reminder for 2-3 months from the day of entry. When the reminder comes up, take a minute to read your notes and refresh your memory on what your last follow up action was with the contact.
Then decide how you can best stay in touch (e.g. an e-mail, sending an article, asking them to lunch, saying hello at an upcoming networking event, inviting them to a firm event, etc.). Decide what action would be best (sometimes none is needed at the time, as you may have recently come in contact with them again unexpectedly).
Take appropriate follow up action and then calendar another reminder for no more than another 2-3 months from the new day of entry. Keep simple notes in your calendaring system on the action you have taken, so you can see the who, what, when, and how for each contact at a glance.
Taking the guesswork out of follow up e.g. when was the last time I spoke with that person? Did I send them a copy of the article I wrote last month? Were we going to connect at an upcoming event? etc. will not only save you immeasurable time but it will greatly improve the efficiency of your business development efforts.
In fact, my wager is that you will save so much time and effort keeping track of your contacts in this way, that you will find a way to create the time to add all of your past and present contacts into your follow up tracking system.
If you don’t have a system to use and you want to know how I have turned the Tasks function in Outlook into my follow up system, feel free to give me a call (480)225-9367. It will only take me a minute to walk you through it , and it would be my pleasure – gratis.
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03.05.09
Posted in relationships, staying in touch at 11:12 am by Marianne Trost
Many lawyers have asked me recently, “What is the #1 thing I should be doing to weather the current economic storm?” While there are many things that lawyers should be doing, connecting with clients should be at the top of the list.
Now is the time to make certain that your clients know they are valued. Offer to get together for lunch, on your dime, to check in and see how they are doing. Ask questions that allow your client to do most of the talking, while you listen. (Women are particularly good at asking questions, and then letting others talk while they listen. If you have this skill, now is the time to put it to full use.) Consider asking, “How are the current economic conditions affecting your business?” or “What do you foresee as your biggest challenges or your greatest opportunities in 2009?” “Is there anything I can be doing to assist and support you or connect you to someone who can?” Try not to assume the answers will be gloom and doom. Where there are challenges for many, there are also opportunities for others.
For those clients (and you can expand your list to include contacts and referral sources, if you like) with whom you cannot connect in person, pick up the phone. Let them know you have been thinking of them. Serve as the counselor that you are i.e. let them talk while you listen to their needs, offer a positive viewpoint, and take steps to assist, where appropriate.
For those who are not lunch or phone call accessible, consider sending a handwritten note or an e-mail. Assuming your clients already know that you are thinking about them and that you want to support and assist them, won’t give you the competitive edge in this market. Be proactive and let your clients, contacts and referral sources know that you value them and that you care.
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12.19.08
Posted in business cards, networking, relationships, staying in touch at 8:52 am by Marianne Trost
I found myself up late last night writing holiday cards. As with many of my clients, about thirty cards into the project I thought the unspeakable i.e. “Are these worth the time and effort?” I concluded that they were, and that they need to get out on time –even if just a few days before the holiday.
A holiday card with a handwritten sentence or two can go a long way in nurturing a relationship. I have clients who have even gotten new pieces of work because the receiver of the card was prompted to pick up the phone and reconnect. By the end of the conversation, new work was on its way. While not the intent of the holiday card, it can be an added benefit.
If you are going to write holiday cards, then you really do need to do exactly that i.e. write them.
Apply the golden rule i.e. “If I received a mass printed card in the mail with a pre-printed signature, how would that make me feel and what would I do with it?” “If I received a mass mailed card with a signature on it, how would that make me feel and what would I do with it?” “If I got a card with a handwritten note that made me know the writer was thinking of me specifically when she wrote it, how would that make me feel and what would I do with it?”
Personalizing your cards matters. Add a handwritten note to each card. Yes, it takes an extra minute or two, but it is actually not that difficult once you get the hang of it. Think along the lines of “thank you”, “I enjoyed”, “I am grateful for”, “I appreciate”. Your handwritten notes are a way to let your contacts know you value them. That’s why they are valuable to nurturing and growing relationships.
Do not include your business card. Yes, some people may differ with me on this point, but in my opinion, holiday cards are a time to express thanks and appreciation. They are a time to acknowledge gratitude and the difference that OTHERS (not ourselves) make in our professional and personal lives. I don’t think enclosing a business card sets that tone. Preprinted addresses and the name of your firm are fine, as the contact information is useful to the recipient.
Just because you don’t include your business card, however, doesn’t mean that mentioning work related topics is off limits. After all, these are holiday cards related to the professional relationships you value. Think along the lines of appreciation and gratitude.
It’s good to tell clients you enjoy working with them and even that you look forward to working with them in the new year. It’s good to thank referral sources and let them know they are appreciated. It’s good to tell new contacts that you enjoyed meeting them and that you look forward to connecting again.
The only caveat is that you must be truthful and sincere. The handwritten sentences you include are a reflection on you. They leave a lasting impression.
If you are having trouble getting started with your holiday cards (and congratulations to those of you who have already finished yours for 2008!), I have two suggested approaches.
1) If you are doing your cards at home, there is still time in 2008! Put on some music that gets you in the holiday spirit, light a candle, get comfy, and set a goal of how many you want to accomplish. You can do it!
2) If you can’t squeeze a few cards in this year, but want to try next year, here’s a way to get started early. After Thanksgiving put five or so holiday cards on your desk each day and commit to writing them before you leave that day. Once written you can either keep the finished cards in a stack and mail them all out at one time, or you can start sprinkling them along the way if that helps you feel as if you are making progress. Five plus five plus five adds up quickly and it is a lot easier than doing seventy-five in one sitting.
Happy holidays and happy writing…
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11.18.08
Posted in status of women at 8:53 am by Marianne Trost
The National Association of Women Lawyers released its annual survey on the Retention and Promotion of Women in Law Firms yesterday. The survey results are a compilation of data collected over the past year from 137 of the Am Law 200. At the risk of overgeneralizing the 25 page report (of which I co-authored the sections on women initiatives, business development, and diversity) key findings include:
Women continue to be markedly under-represented in the leadership ranks of firms.
Women are promoted to equity partner only about half as often as men.
Women of color are much less likely to be in partnership positions than white lawyers of either gender or men of color.
At every stage of practice, men out-earn women lawyers.
Laterals account for two-thirds of the women who were promoted to partnership. (raising the question of whether making a
lateral move is a better strategy toward partnership than staying at one’s original firm)
Almost all Am Law 200 firms have implemented women initiative programs. (It’s too early to tell their effect on women retention and promotion in law firms.)
To view a copy of the survey results go to http://www.nawl.org/Assets/ocuments/2008+Survey.pdf
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11.13.08
Posted in business cards, networking at 9:24 am by Marianne Trost
Here are two tips for effectively using your business card at a networking event.
Tip One: Write something on the back of your card when you give it to someone. The notation on the back will help trigger the person’s memory about where they met you e.g. “met at such and such event”, or what you do e.g. “estate planning lawyer” (if it doesn’t already say that specifically on your card), or the topic of conversation e.g. “knows someone at the such and such organization”. Such notations significantly reduce the possibility that the person receiving your card will look at it a week later and ask, “Which person was this?” (Note: We have all had that happen to us, so you can bet it happens to the people you give your card too.)
Tip Two: When you take a card from someone else, write a notation on the back that will remind you of who that person is. The notation can be anything e.g. “opening a wine store” or “knows someone at such and such” or “interested in this or that”. You will be amazed at how that notation will remind you of who that person is even YEARS later.
For some reason, our brains usually don’t recall names after one introduction but they do recall stories or scenarios for months, sometimes years. That’s why making a notation on a business card is so important. It’s an important aid for the brain. To emphasize this point, think back on the last networking event you attended. Think of someone new that you met there. Do you remember their name? Likely not. Do you remember what you were talking about with that person? Likely.
So, the next time you are at a networking event, make a notation on the business cards that you give and on the business cards that you receive. If you do, you will significantly increase the odds that you (and they) will remember at a glance of the business card who you are or what you were talking about. Believe it or not, you will be able to read the notation on the back of a business card and most likely remember the person that gave it to you even a few YEARS later. That’s how powerful a tool a notation can be.
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10.30.08
Posted in asking for the business, confidence, networking at 5:34 am by Marianne Trost
One of the issues that comes up most when working with clients is “asking for the business.” Most lawyers are lawyers first and sales people second, or third or close to last. Almost all of the lawyers I know would rather be practicing law than feeling like a sales person.
Asking for business doesn’t have to be about acting like a sales person. Rather, it can be about offering help – help that your potential client would want. Help that you or one of your lawyer colleagues can give.
To demonstrate this point, take a moment right now to think of someone you know (it should be someone who is nice and who seems reputable) who is either a doctor, an accountant, or a dentist. The person cannot be someone who has asked you for their business in the past.
Now, imagine that this person was in conversation with you. Let’s take a dermatologist, for example. What if she said to you, “If you ever need a dermatologist or a second opinion, I would be happy to help you.” Or what if she said, “If you have a dermatologist and some day want to switch dermatologists for some reason, feel free to give me call. I can also give you the names of other doctors whom I know to be highly reputable, if you need them.”
If a dermatologist said that to you, would you be offended or “put off”? Would you feel like she was selling you something? Likely not. Rather, you would be grateful that she would like to help you if the need arises. You probably would walk away from the conversation thinking, “Great. I’m glad to know I have a resource if I ever need one.”
The same is true for lawyers. People encounter times in their lives when they need legal services. You can help them. Or one of your colleagues can help them. (Your competition can help them too, if you don’t ask for the business.)
What if you said to someone, “If you ever need a laywer or a second opinion I would be happy to help you.” or “If you are already using a lawyer and some day want to swtich lawyers for some reason, I would enjoy working with you or I can give you the names of other lawyers whom I know to be reputable.” Do you think the person would be offended or “put off” or feel like they were being sold to? Likely not. Just as with the dermatologist, the person would probably be grateful to know that you would like to help them in any way you can if the need arises.
That’s all “asking for the business is” i.e. letting people know you would like to help them if the need arises. All it takes, is being in that helping mode mindset, which actually comes pretty easily to most women once they view asking for the business from this perspective.
So, the next time you consider shying away from asking for the business, reconsider. See if you can find a way to offer to help your contact either directly, indirectly, or by serving as a referral source. Your contact will likely be grateful that you made the effort to let them know you want to help if the need ever arises.
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10.29.08
Posted in business cards, networking, staying in touch at 9:45 am by Marianne Trost
I was reminded a few days ago of the importance of having your business card with you when you are in even the most unusual of places (I was at a horse stable).
One never knows when a potential business opportunity will present itself. If you can hand a potential client or referral source or contact your business card instead of saying, “Do you have a piece of paper and a pen? I’ll write my name and phone number down for you.”, you will be one step closer to a potential new opportunity. That contact will have your name, your firm name, your adddress, your e-mail, your website, and your phone number, all in one convenient place.
Here are a few suggestions of places to keep your business cards.
Keep a few in your wallet or purse. There are times when you will be somewhere without your briefcase and you will need your card.
Put a few in your briefcase. Ditto. There will be times when you will need your card and not have your wallet or purse with you.
Put a few on your desk (not in it), so you will be reminded to offer them to potential clients, referral sources, and contacts. An additional advantage to keeping your cards on your desk, as opposed to in your desk, is that existing contacts who stop by your office may actually help themselves to a few of your cards to pass along.
Put a few in your portfolio or legal pad holder. You may be in an in-office meeting not expecting to hand out your card, but someone else attending the meeting may ask you for it.
Keep a stack at home. Yes, at home. There will be times when you are running out the door to a breakfast meeting or a morning networking event and don’t have time to stop by the office to pick up more cards.
Put a few in the glove compartment of your car. You may find yourself at a horse stable and be asked for your card.
If you have a spouse or partner or roommate, give them a few for their wallet and their glove compartment. They will occasionally find themselves in situations where your business card will be something that a contact, colleague, acquaintance, co-worker, or friend may want.
If you rely on accountants or other service providers for referrals, make sure they have more than one or two of your cards to hand out to potential clients.
If you take a few minutes to make sure you have business cards in these key places, I can promise you the effort will be well worth it.
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