Business Development Coaching for Lawyers

In the last two weeks I have had several lawyers reach out to me about coaching.  I began my freelance career working one-on-one with attorneys helping them understand how to market and present themselves.  I had moved away from this work, but realized recently I miss it.

I am now offering Business Development Coaching for Lawyers.  If you know anyone who could use this assistance, let them know about me.

thanks

Law Firm Associates and Business Skills Education

Law firms are complex organizations. However, no matter what happens, one thing is certain, the senior partners will move on, retire or die.  If a firm is to survive then the current associates will eventually step up into leadership and business development roles.  But are law firms taking the necessary steps to grow the talent of their associates beyond just billing hours?

The October 2013 issue of Mergers & Acquisitions Magazine has an interesting article on the attention that private equity firms are putting into educating the next generation of employees.  Investing in the future has become a priority for these and other professional services firms, but law firms still tend to want young associates fully focused on billing hours and doing good work until they close in on partner status.

Waiting until people are seven or eight years into their practice to hone their business skills does a dis-service to the associate and to the firm. The most successful lawyers operate as entrepreneurs, understanding all aspects of their growing business.  Having all attention on the legal and billing aspects of the business for so many years makes them vulnerable.  A well rounded lawyer who has control of their future thinks about business development, client management, presentation skills, networking and branding, finances, firm administration, project management, staffing, etc...  

Some firms invest in offering associate training, but the associates skip the classes as they think they are only responsible for their legal work.  The partners they work for directly do not get behind the firm's educational programs and let them assume it is optional.  For some lawyers business skills seem "uncool", as they do not realize that without this knowledge they are limiting their own future.  Yes, they are told that good work and meeting their hourly billing requirement is what matters, when partnership decisions are being made these other business skills are always discussed behind closed doors.  Existing partners do not want to add anyone to their ranks who will not contribute (but they failed to teach associates what this means).

Look around your law firm, someone who is a new associate at the starting line of his or her career will emerge in 20 years as one of the most valuable partners whose practice is the cornerstone of your firm's success.  The problem is that you cannot tell who it will be by looking at their early legal skills.  Many whom you identify as the ones who might lead will move on from your firm.  Not all lawyers, even great ones, are cut out for the life inside a firm.  Lives changes, practice areas morph due to outside influences, competitors offer better deals, people go in house with clients, etc...  Others, who you assume are marginal could surprise you and become the great leaders of the next generation if their careers are encouraged and cultivated.

Educating associates on the business skills needed to run a law firm is paramount to successful growth.  Too often firms put up walls between partners and associates and push the most talented lawyers into careers that have limits.  One partner at a big law firm told me he discourages associates from developing their own business skills, or building a network in the community, as that gives the associate power.  If he can make them beholden to the firm, without their own book of business too early, then they need him to provide the work.  OUCH.

To create a successful training plan it must not just come from the firm administrator or the human resources department.  The partners in the firm must be committed to holding the associates that report to them accountable for growing their business skills.  If they let them out of the training they are limiting the future of the individual and the firm.  A culture of business must be embraced and discussed.  Looking the other way or ignoring anyone who would undermine the educational efforts will have a negative impact on everyone.

Time marches on.  If the legacy of a firm is important to the current partners they will admit their retirements will eventually arrive and be excited to train the next generation.  

Have A Great Day

thom singer

New Keynote Presentation for Law Firms (and other professional service firm's internal meetings): The ABC's of Entrepreneurs Inside The Firm

The lawyer who thinks about business development, and takes actions, will have more success.  

"If you make your business development efforts a second tier priority, you will have second tier results!"  -thom singer

I am excited about speaking at more law firm retreats.  It is one of the favorite parts of my business, and for a few years these firms have not been as active in holding strategic planning meetings or hiring outside presenters.  But that has changed, as the most progressive law firms are getting very engaged with upping their competitive advantages in regards to their business development efforts.

Challenging lawyers to think like entrepreneurs is fun.  "The ABC's of Entrepreneurs Inside The Firm" is a fun topic for me and thought provoking for these audiences of left-brained professionals.  And they get excited by the message. 

To coincide with the release of my new book, "The ABC's of Entrepreneurs" (due out in October), I am working on this new keynote for law firm retreats (Partner retreats, associate retreats and all-hands meetings, etc...).

If your firm is planning a 2013 "end of year" meeting or a 2014 "kick-off", this program will educate, inspire and intrigue your team.  

Have A Great Day

thom singer

Law Firms on Business Development

This fall I am working with several law firms.  I am leading programs on how to get the team more engaged in business development activities (or I am teaching a seminar on presentation skills for business).  I am excited about this, as when I launched my business in 2009 I had thought I would do about 40% of my work in the legal industry.  I had spent four years working inside two AM Law 100 firms (as business development and marking manager), and understand the unique challenges that lawyers face when it comes to networking, branding, sales, and business development.

However, the recession kept many firms from hosting internal partner retreats, section meetings, and associate educational programs.  When they did have these meetings, they did not hire as many outside consultants.  

In 2013 there is a renewed interest inside firms to get the team engaged (beyond just their practice).  Clearly lawyers must do great work, but a law firm is a business (some are small businesses, others are large businesses), and to succeed they must make new client acquisitions a priority.  Additionally, the business of law has become more competitive.... and firms that are sitting back hoping for clients to show up are not seeing growth.

With 2013 coming to a close there is a push for end of year meetings to get the firms focused on a new year.  It is these events where I bring extra value, as those who are serious about making changes to how they approach their relationship to their communities can make small tweaks that lead to big results.  

A meeting must have a clear desired outcome, or it is a waste of time and money.  While these firms retreats are fun (usually include golf, food and drinks), there must be an ongoing dialogue established that continues to impact the firm's culture into the future.  Results are not wishes!

Lawyers can be funny when it comes to the "business development" thing.  Some firms forbid consultants to use the word "Sales", as they think it is somehow a dirty word.  But any business owner will tell you that without sales, there is no business.  

My view is that lawyers are entrepreneurs, regardless of if they are in small or large firms.  The commitment and focus on business growth that successful entrepreneurs have must be the same for an attorney.  Both partners and associates are responsible for their own practice, and thus when they adopt a business owner mindset, they discover more opportunities. Lawyers can sell.

The most fun lawyers to work with are those who are excited to try new things and who embrace business development as the key to ensuring their practice has a bright future.  Firms that make "sales" a priority are seeing more work come in the doors. 

Many law firms are bullish on sales and business development this year, and it makes my work more rewarding.

Have A Great Day

thom singer

thom (at) thomsinger.com

Law Firm Retreat Speaker

Do lawyers need to network?

Only if they want to have clients.

Too often I meet attorneys who wish they could just practice law, do a great job, and have clients lined up.  While this is a nice fantasy, the reality is that law is a service business, and that means that success is linked to relationships and personal brand.  

Many lawyers do good work, but without a focused business development effort and a healthy respect for what it means to cultivate a real network... too many are consistently worried about their future because they do not invest in their business relationships.

Over the past year I have seen a resurgence in law firms that are investing in training and coaching their partners AND associates on the necessary skills to ensure future business.

Is you firm hosting a partner retreat or an all-hands meeting?  Is the idea of getting your lawyers more engaged in the business community something that sound in sync with your firm's long-term goals?  Then let's talk about how the right law firm retreat speaker can ignite ongoing conversations that will change the way many of your team will approach this important topic going forward.

Call me today.  (512) 970-0398  thom (at) thomsinger.com

Have A Great Day

thom singer

Brobeck, Phleger & Harrison - Ten Years Later

January 30, 2012 is an anniversary of sorts.  It marks a turning point in my career... one that did not seem so good on that day ten years ago....., but now is simply a bump in the road of my journey.

It was January 2003.  I worked as the Texas marketing and business development manager for the California based law firm Brobeck, Phleger & Harrison LLP.  I had been there nearly two years and enjoyed working with this group of lawyers and the rest of the professional staff.  It was an interesting place to work, and these high achievers pushed me to be the best I could be (there was also some dysfunction, but for me.... the good outweighed the bad).

The economy, especially the tech sector, had been rocked by the boom and bust of the "dot com" companies, and the firm had clearly felt the pain of the collapse of the tech and venture bubble that came around 2001.  The firm had financial issues and there had been talk about a merger with a larger east coast firm.  But alas, no white horse arrived to save the day.

While we all knew, on some level, that the firm was vulnerable, few had predicted the total demise.  As the announcement was made that the whole firm would close, it seemed surreal.  Senior partners in San Francisco had voted to close the decades old San Francisco marquee legal firm.

Poof.  It was gone.  The whole place would be shuttered two weeks later (February 14, 2003).  Non-essential personal (think MARKETING) was terminated immediately.  No severance.  Not COBRA.  Nothing.

That was ten years ago this week.

I was fortunate.  A group of attorneys brought me with them to another firm where I served in the same role for another two years.  I then moved onto other industries and eventually starting my own companies.  These days I am still consulting with lawyers on how to grow their brand and increase their visibility within their business communities.  I also speak at legal conferences and at law firm retreats.  I enjoy this part of my job, as the lawyers still challenge me, and I think I do the same for them.

Today I am writing about Brobeck because anniversaries can make us nostalgic.  While the firm had it's issues, I have come to realize it also was a special place to work.  The attorneys respected the professional staff (well, most of them did....  The notable exceptions still are remembered!).  And this firm was always open to unique marketing and business development ideas.

The people I worked with were among the smartest and most aggressive professionals I have ever known.  They allowed me, as a "non-lawyer", to perform my duties as an executive member of their team.  I am appalled when I see lawyers who do not respect their staff or others, as it undermines their own long-term potential business (Those who act like jerks are often leaving money behind, and don't even know it!).

I toast the ghost of Brobeck, Phleger & Harrison here on my blog, as even with the bad parts, it was a highlight of my career.  I think about the attorneys who believed in me and allowed me to re-create the marketing position in my own image.  Their faith in my ability has shaped the rest of my career.  Plus many of them continue to hire me to train and consult at their current firms.  Most of them are my friends.

The shock of the closing of the firm leads me to the lesson that time puts everything in perspective.  The day the firm closed I was nervous, confused, unsure and angry.  Today I have my own business and enjoy serving all my clients in a variety of industries.  Time does seem to heal most of our problems.

I realize that not everyone who I worked with will look at this anniversary with the positive slant that I share here.  After ten years some are still bitter about the whole situation.  But I am proud of the work I did at Brobeck and wish the experience had lasted a little longer.

Have A Great Day.

thom singer

PS - It still makes me laugh a little that the firm's slogan / tagline was: "Brobeck: When Your Future Is At Stake".  The idea being they were who you turned to when there were serious issues.... of course the firm itself ended up having issues that gave it no future.  ;-)

Cool Things My Friends Do: Paul Grabowski - Named A Top Ranked CMO

Each Friday on this blog I enjoy highlighting some of the cool things my friends do in their work and personal lives. 

My friend Paul Grabowski is the CMO for Bracewell & Giuliani LLP.  He was just named to the ExecRank 2012 Top Private CMO's list.

He is #187

The article goes on to list 250 Chief Marketing Officers from companies in a variety of industries (including other law firms), but states that there are over 50,000 CMO's and Senior Marketing Executives in the United States.  Wow, that is a big number, and very cool that Paul was recognized in the top 200.

Congratulations to Paul.  He does a great job and is very worthy of being on this list.

Have A Great Day.

thom singer

Law Firm Partner Retreat Speaker

If your law firms is seeking an educational and motivational speaker who will inspire your team and create meaningful conversation on how to navigate growth in your business community.... look no further.


My experience in business, marketing, coaching and consulting includes considerable time working with attorneys.  I worked inside two AM LAW 100 firms in marketing and business development roles, and since launching my consulting and speaking business I have worked with hundreds of lawyers.


Law schools do not teach basic business skills, causing many to mistakenly assume that marketing is not important to a successful practice.  Understanding how  to create a personal brand, network, sell their services, and present themselves to the community can seem "easy", but are frustrating to many lawyers who would prefer to do good work and serve interesting clients.


I will engage the partners and associates in your firm in a way that many have never experienced.  Challenging how they have looked at the power of business relationships, I will leave them better situated to grow their reputation and discover more business opportunities.


More information at www.ThomSinger.com.  (512) 970-0398.  thom (at) thomsinger.com.


Have A Great Day.


thom singer

Social Media for Introverts - By Paul Grabowski

Today's Guest Blog Post is by Paul Grabowski.  Paul is a nationally recognized leader in the legal marketing arena and has successfully guided several law firm's business development and marketing efforts.  (NOTE: Paul and I worked together several years ago in the marketing department at Andrews Kurth LLP)

 Using Social Media for Networking – 

So Easy Even an Introvert Can Do It.

The new emphasis in the world of individual professional business development is the use of social media to build ones networking presence. Sites such as LinkedIn and Facebook currently dominate the world of social media while literally hundreds of others are available with more sites and the development of applications (apps) by companies and businesses appearing on an ever increasing basis. In fact, according to Grabstats.com, the use of social media has grown 93 percent since 2006. Yet, there are still those who have not jumped on the bandwagon of connecting online or are not using the power of this medium to its fullest extent.

Most business professionals have come to understand that having a presence online is important. Company websites abound with individual profiles, v-cards, and the latest information on business deals, educational backgrounds and the obligatory memberships in professional/civic organizations. Yet, these pages are static and unless the individual or someone in the marketing department takes the time to update, the information is not pushed forth to those who would find it interesting or pertinent. On the flip side, for those seeking new opportunities, demonstrate an expertise on a particular subject, connecting to other professionals in a similar industry or recognizing the latest company success, social media has become a gold mine as an easy, yet effective medium through which to spread the word. 

While LinkedIn just surpassed 100 million users, a casual review of many professional profiles reveals that outside of posting the most generic biographical and contact information, many users are not using this medium to its fullest potential. Reasons for this abound from not enough time to discounting the importance, but in reality many business professionals are still not comfortable utilizing these sites. 

For the extrovert, networking and posting the latest personal or business successes comes easy. Think about the last business conference or cocktail reception you attended and there is always someone there who you think can naturally “work a room”. They easily introduce themselves, talk about their company, its successes and strike up a conversation. At the same conference there are those who dread the idea of attending the social hour and would rather retreat to the confines of their hotel room under the guise of having “work to catch up on” or “need to return some phone calls.” For those introverts, social media can be an opportunity to spread the word about the latest personal and professional successes, post about the conference or whatever else they find might be of interest to their target audience and ultimately build their professional presence.

So the question becomes, how does one – particularly an introvert – utilize social media effectively? In reality, there is a simple plan that can be followed that does not require a great deal of time or effort.

Complete and Update Your Online Profile – First and foremost, take the time to complete and/or update your social media profile. Take a look at others in and out of your network that you believe are utilizing this medium effectively and use it as a guide. Sites such as LinkedIn have made it easy for its users by indicating what parts of your profile are complete and which need attention. When you have something to add, however mundane – change it. Once completed, it should not take more than five minutes of your time to update your profile on a frequent basis but this should be done no less than every six months.

Find Friends and Business Associates First – For those who are new to social networking or don’t have many connections, take baby steps and find people you know first. Once your profile is complete, the social media sites will provide you with lists of people you may know based on the high schools and colleges you attended, previous work experience, etc. It’s always easiest to connect with people you know before you reach out to others. Going forward, on a frequent basis scan the list of “people you may know” and determine if reaching out to connect would help professionally. Remember, just because you request a connection does not mean they will accept your invitation, but your goal should be to make at least one to three connections every week.

Find Groups with Similar Interests – With over 100 million users, there are literally thousands of groups on LinkedIn. Additionally, whether through Facebook, Orkut, or any other social media site, new groups and memberships continue to develop. Take five minutes each week to search for those groups within your chosen social media platform for those in a similar industry, profession or other personal and professional interest.  Keep in mind that becoming a member is only part of the process. Those who participate on a frequent basis soon are recognized for their expertise on a particular subject or topic. This can lead to further networking and business opportunities.

Become a Thought Leader – The beauty of social media is that you can reach everyone in your network just by posting one piece of information.  Once a week, attempt to post an article or other newsworthy item that would be of interest to your group of associates. This is an easy way to reach out with a value proposition and stay top of mind.

Social networking allows even those most introverted business professional an opportunity to network and build a formidable presence with colleagues and business associates alike. The suggestions above take no more than five to ten minutes a week, however obtaining just one new piece of business through this effort is a small price to pay and can only lead to further opportunities.    

Paul S. Grabowski, Esq. has over 20 years experience in law firms, Fortune 500, private facility management, and professional and collegiate sports marketing and business development. He has been recognized for his efforts in building effective marketing and business development campaigns for businesses and individuals and can be reached at paulsgrabowski@att.net.

Lawyers and Law Firms (and others) Still Questioning The Value of LinkedIn and Other Social Media Tools?

A business development focused lawyer I met several years ago sends out a daily email to his friends and colleagues with ideas, questions, observations and other positive pontifications.

He queried recently about the usefulness of LinkedIn and it was forwarded to me by another attorney.  

"I’ve received very little feedback about LinkedIn, and no glowing recommendations for how to use LinkedIn effectively. I am on LinkedIn and I have joined several groups. I get updates of posts from the groups to my email account here at Blanchard Walker, but only a weekly update of statuses. If I stay logged on to LinkedIn, the screen never changes - no instant updates or “wall” like Facebook.

"I, and from your feedback I discern many of you, joined LinkedIn thinking it might be a “professional” type of Facebook. So far, it is tedious and unproductive. I tend to log on infrequently, and the more I log on, the more I wonder why I bother.

"Any of you have success stories about LinkedIn?"

I promptly responded to with my two cents:

“I have some strong beliefs about the use of social media (not just for lawyers)..... and find it a powerful tool. The key thing to remember is that it is not a magic bullet.  LinkedIn is different from Facebook and Twitter, but the three are lumped together in the press and by ‘gurus’ who are making a lot of money off the subject.

“LinkedIn is not so much about you getting inbound business as it is a way for you and others to discover basic professional information about each other.  You should assume that EVERY client and prospect goes to your LinkedIn profile before calling you or meeting with you. It is an easy way to scan someone's resume / CV. You should be doing this too. 

“A partner in a law firm that was considering hiring me to speak at their partner retreat scanned my profile and found I went to college at San Diego State. He had gone there for one year, too.  It was not on his profile, so I could never have known this... but he opened our conversation with this similar point of interest. We talked for 15 minutes about San Diego and this helped us quickly find a common bond.  Wammo... I got the gig.

“Make sure your profile looks like you know how to use LinkedIn.  Imagine you were interviewing a potential vendor who told you ‘Oh, I don't use email or cell phones in business.... as I don't "get" it and they don't really matter to me!’ Would you hire them or think they are out of touch?  Yet I talk to lawyers (especially those over 50 years old) all the time who pooh-pooh social media. But if these tools are important to your clients, they had better be important to YOU!

“My take is that these social media tools are here to stay, and are growing in use,.... thus lawyers must both understand them, and have an active presence on social media.  Waiting to see if this is all just a fad is not a smart idea at this point.

“At the same time, they do not replace human to human connections.  Law is a relationship business, and remembering that on the other side of a social media connection is a real person is paramount to success."

I consult with lawyers and other business professionals on the best way to maximize LinkedIn.  I am often surprised at how many executives are still baffled by how to best use this as a legitimate tool.

Have A Great Day

thom singer

Business Development for Entrepreneurial #Law Firms

New: Strategic Work Session for Attorneys

Smart law firms are again investing in the development of their lawyers and professional staff. For the past several years many firms have cut budgets and canceled firm retreats to save money and conserve cash.

However, like all businesses, law firms are realizing that you cannot ignore the human side of the organization.

Training and development is important for the future growth of the firm. Additionally, people feel better about their career when they know their employers are supporting their professional growth.

Thom Singer's new Strategic Business Development Work Session Includes:

• DISC workplace assessment tools
  
• Cultivating personal and professional brand
• Developing lead generation
  
• Meaningful cross-selling
  
• The importance of community
• How to get prospects to make a decision

For more information on how your firm can work with Thom Singer call (512)970-0398

2011 Kick-Off Meetings for Companies, #Law Firms, and Other Organizations

Is your company, law firm, professional services group, or non-profit board planning a 2011 kick off meeting? You should. Having a plan, goals, shared objectives, motivation, and inspiration help you navigate the collective path toward success. Leaving it all to chance is a big risk.

For over two years organizations have cut back on their internal meetings. In an effort to save money during the recession they decided to forgo their training, education and team-building efforts.

The result? For some, their people feel abandoned and disconnected.

I have a customizable workshop that will get your team fired up for 2011, get everyone on the same page when it comes to business development, marketing, networking, social media and corporate visibility in your community.

For more information on hiring me to lead this workshop / facilitated discussion for your company or other organization, contact me at thom (at) thomsinger.com or (512) 970-0398

Have A Great Day

thom

Attention Sales Managers, Business Owners, and Law Firm Managing Partners - The Time Is NOW To Start Thinking About 2011 Business Development

If I was to ask you if you believed "your organization will have its best year ever in 2011?", how would you answer?

Perhaps you would tell me that you are unsure. You may sight the current economic conditions as a reason for your uncertainty. Maybe you would question the competition's roll out of new technology, and wonder if it would give them a leg up? And it is possible that after two hard years you are concerned about your firm's survival. Your answer might be that you are going to wait and see what the new year brings.

Perhaps you would respond that you were confident that 2011 will be fantastic. The reason for this is because you have no competition and your organization prints money quarter after quarter. Your CFO has never seen any hiccups on the balance sheet. Recession? What recession? You are on fire, and know it will continue into 2011 (if this is your answer - GOOD FOR YOU! Keep it up!).

Perhaps you would state that you are committed to doing just that, making 2011 your best year ever, and you would ask me if I could assist you in discovering the path to more success. Maybe you would share that you have a good team of people but they need more direction to be the great business developers you know they can become.

If the third answer sounds the closest to your response, now is the time to take action. To impact 2011 you have to begin to have the hard discussions with your people now. You have to lay the ground work for creating a business development culture that will bring in new clients and expand your brand in the marketplace. There is now wishing or hoping when it comes to changing the direction for next year. You must have the hard conversations, and the sooner you start, the faster you will receive results.

There is no magic bullet. Waiting to see what the new year brings will just leave you behind. It is always harder to catch up when the year is half over and you are panicking about hitting your numbers.

If you want to grow the visibility of your organization in your business community, and end up on more "short lists" with prospective clients, it takes a commitment from everyone who works with you. You cannot do this alone. Relying on a few "rainmakers" leaves you vulnerable.

As the person in charge of revenue growth you have to lead a cultural revolution that supports the efforts that bring in business. Allowing people to stay in the status quo will mean that nothing will happen.

If you are reading this post and feeling a tug in your soul that you have to take action, then quit rationalizing excuses and just do it. Uncover your path to success and lead your team out of the forest of mediocrity.

Have A Great Day.

thom

Young Lawyer Has A Business Development Plan -- Now What?

I completing a consulting project with an attorney, but worry she will not take any action after our time together concludes.

She is an associate in a mid-sided law firm who sought me out because she wants to increase her visibility in the community, begin developing her own business, and cultivate a positive brand inside and outside her firm.

We have had several great conversations and developed a customized business development plan. She identified several areas of strengths and weaknesses in regards to her attitudes about networking, marketing and sales. She is excited to make an impact. But in the end, I wonder if she will really do the things necessary to create results.

I have seen it before in many people (including myself). The enthusiasm of a new plan gets the juices flowing, but the monotony of execution brings all motion to a halt.

There is not a sales culture inside her law firm. The partners are older and are content with their lifestyles. They have enough work to keep themselves busy, and do not show much interest in making new partners for several years. Her goals were to raise her visibility and grow a book of business so that she would be an attractive lateral hire for another firm. But her day to day work load will soon take priority and I assume she will tire of the after-hour efforts when there is no reward for her at the office.

We have one more official "coaching" session. What advice do you suggest I share with her?

Have A Great Day.

thom

Biz Dev Bootcamp For Austin Small Firm Lawyers

Small Firm / Solo Practice Summertime Marketing Booster-Shot

Many solo and small firm attorneys never seem to have the time to focus on the important aspects of promoting their business. While they know that marketing, business development, PR, branding and overall visibility is crucial to their future success, it seems to always be put off until tomorrow.

This summer you can learn to make business development a priority by participating in a six meeting interactive program with four to six of your peers (from non-competing practice areas) facilitated by Thom Singer.

Thom spent four years working in marketing and business development inside AM LAW 100 Law Firms. Since then he has coached and trained thousands of lawyers in the art of building their personal brand, networking and branding.

A select group of attorneys from small firms who have a desire to grow their practices and understand the value of coaching and create a strong peer group are invited to join this program. Your participation would consist of six meetings over 12 weeks.

Meetings would take place in same location every other week. Meetings will not be moved to accommodate the travel of an individual once final schedule is set. If any member or the facilitator must miss a meeting, the meeting takes place anyway with those who can be in attendance. (If the facilitator has to miss a meeting he will provide a guest moderator who will be briefed on the group and experienced on the topic. Facilitator will do his best not to miss a meeting, yet things happen in everyone’s busy schedules, thus this is mentioned "just in case").

Each meeting will last 90 minutes.

Each participant will also be scheduled for two 1-hour one-on-one sessions with the facilitator / coach to personalize the project to their own needs of their practice. This will be a private confidential discussion.

Cost per participant $650

7:30 AM – 9:00 AM Dates – Every other Wednesday beginning June 2, 2010 through August 11, 2010.

Location - TBD

For more information contact me at thom (at) thomsinger.com.

Have A Great Day.

thom

Legal Marketing Humor

I saw this video several years ago (it was created for the Legal Marketing Association annual conference). If you work in or around marketing for a professional services firm you will get a kick out of spending a few minutes watching and laughing.

If you are a partner or senior executive in a law firm, accounting firm, bank or other professional services firm, you will also find it funny. Although, you will NOT see yourself or your partners in the characters lampooned in this video. Nooooooo, not YOUR firm,.... it is the others!



Have A Great Day.

thom

I am currently accepting law firm or other professional services coaching clients. This is ideal for small firms or individuals who are aware they need to increase their visibility in their business community to increase their long term business development efforts. All opportunities come from people, so how you cultivate mutually beneficial relationships will have an impact on your success. Your marketing, brand, business development, networking, PR, social media, advertising and sales efforts all must work together if you expect results. Contact me at thom (at) thomsinger.com or (512)970-0398.

Law Firm, Banks, and Professional Services Business Development Coaching and Training

After years of pulling back on spending, there is a renewed interest in training, coaching and business education in law firms, banks and other professional service firms.

Several years ago there was push-back on the topics of marketing, networking, business development, and branding. Firms were so busy working with clients that they laughed off the thoughts that the future could ever be different from the land of milk and honey. Business was rolling in, and they never thought it would change.

Then the recession hit. It hit hard. Deals dried up and prospective clients held on tight to their current vendors. The risk of making a change was too great for most customers. Professional service providers found that there was not much in their pipeline and new business was allusive.

The new clients they did find came through their trusted referral partners. Suddenly the power of long-term mutually beneficial relationships became clear. They are now hungry to cultivate connections with others in their business communities.

I have had many conversations with law firms and other organizations the last several weeks who are seeking ways to create better marketing and business development plans. There is an interest in getting both partners and associates (senior and junior employees) engaged in creating a far reaching reputation that will lead the organization to more business.

My "Integrated Visibility" program (which combines Marketing, Sales, Business Development, Advertising, PR, Networking, Social Media, and Personal Branding) is suddenly of interest to many firms who in the past had ignored the power of business relationships. Some are looking for a short-cut or an automated system, but I have never a consultant who promises "nirvana" that can actually deliver the goods. In the end nobody can do this for you. The members of an organization need to own a visibility plan that will produce results. They must work, collectively and independently, to put the pieces together..... Some Assembly IS Required!!!

Second quarter is the ideal time to embrace a culture shift within a firm. The year is underway, and if they wait too long the year will be lost. Smart firms are addressing these topics now before 2010 is gone.

Have A Great Day.

thom

Umbrellas Needed: Elements of a Heavy Rain Maker

I wrote the below article originally for the February/March 2010 edition of Originate! (an online Legal Business Development Magazine).

Many attorneys proclaim that they want to be rainmakers. They want to be one of those lawyers who are experts in their field while simultaneously being a wizard of business development. They admire their peers who can balance achieving high billable hours while still finding the time to cultivate successful business relationships that lead to referrals.

It is not that some lawyers are born with a “sales gene” and others are lacking the ability to be a rainmaker. It’s true that some people do have more outgoing personalities, but anyone can learn to be better when it comes to creating mutually beneficial connections in the business community.

Law schools do a great job in preparing lawyers for the law, but they come up short in delivering the real business skills that it takes to navigate a lifetime in practice. Big law firms nurture associates on the nuances of their legal career, but fail them by shielding them from the realities of running a business. Nobody would suggest a client only worry about business development and marketing when they have free time, yet many lawyers run their practice this way and treat their client development as an after-thought.

Lawyers need to realize that in their careers they are also entrepreneurs running individual companies. In this manner they are no different from the corporate executives who are their clients. Look at any corporation, regardless of the industry, you will find that sales, marketing, PR and business development (and now social media) are keys to success. There is no hiding from the fact that to succeed you need clients both now and in the future!

Whether in a solo practice, a mid-size group, or big law firm every attorney must embrace the responsibility for being a rainmaker. Real rainmakers do more than wish they could develop business; they take the actions necessary to cultivate a reputation. They go out of their way to assist others in their careers. And they make sure that others know exactly how to help them should the opportunity arise.

Here are five fundamental things to remember if you want to make it rain to the point that you need a bigger umbrella:

1. Make business development a priority. You cannot wish your way to success. You have to take action and put in the effort to build your personal and professional brand. Just doing good work will not inevitably make your phone ring with clients.

2. Ask questions of the people you meet. If you do not know what other people do for a living, who makes up their clientele, and how they find new business...you will never be able to be a real rainmaker. A strong curiosity about other people will uncover your roadmap to success. Talking about yourself too much when you first meet people will make them think you care only about you own career.

3. Make other people feel important. Never ignore anyone in your network. Even when you are busy you need to find the time to let people know they matter to you. People are more impressed when they know you care about them than they are by how many hours you work.

4. Give referrals. The more referrals you give to people in your business community, the more you will get. The secret is that real rainmakers give three to five referrals for every one they get in return. The inbound referrals are also not necessarily from the people they assisted. People are watching you and when they know you are a giver, they are thrilled to help you. Meanwhile, they never help the takers.

5. Say “Thank You”. Every time someone helps you, directly or indirectly, you need to acknowledge the assistance they sent in your direction. Busy professionals (not just lawyers) often forget to express gratitude and thus they kill the golden goose of referrals.

No, it’s not magic; it’s elemental business development action we’re talking about here...the start of your own heavy-rain making.

Have A Great Day.

thom

For more great article on business development for law firms, visit the ORIGINATE! website.

Andrews Kurth Launches Fixed Fee Start-Up Package for Legal Services

Having spent years working inside large law firms (as director of marketing and business development) and counseling attorneys across the country on how to stand out from their competition, I am always impressed when I see law firms do things that are out of the ordinary. It is not everyday that you see attorneys breaking some eggs to make an omelet.

Andrews Kurth, a leading law firm for entrepreneurs and emerging growth companies (and my former employer), announced today the launch of a new fixed-fee, start-up organization package. What makes this great is that it shows that lawyers are listening to what their clients are asking for in regards to partnering with a company and not making everything they do about the billable hour.

In an effort to create cost certainty and streamline the process associated with launching a new company, Andrews Kurth is offering clients a comprehensive start-up organization package for the formation of a new corporation. The package is provided for a fixed fee of $5,000 and details can be found at www.akstartup.com.

This start-up organization package consists of documents and services in the following areas:

- Incorporation, Organization and Qualification

- Capitalization

- Employment and Consulting

- Intellectual Property

- Consultations on venture capital term sheets, employment matters, employee benefits and IP

The program was spearheaded by Austin partners Matt Lyons and Alan Bickerstaff, both of whom I have known for over a decade, and are seasoned professionals in working with start-up companies and the entrepreneurs who create new ventures.

Attorneys in the Technology and Emerging Companies Group of Andrews Kurth have advised hundreds of entrepreneurs on the formation of new companies, capital structures, financing transactions and intellectual property matters, and have provided counseling on day-to-day legal issues that arise in start-up companies.

About Andrews Kurth LLP

For more than a century, Andrews Kurth has built its practice on the belief that “straight talk is good business.” Real answers, clear vision and mutual respect define the firm’s relationships with clients, colleagues, communities and employees. With 400 lawyers and offices in Austin, Beijing, Dallas, Houston, London, New York, The Woodlands and Washington, DC, Andrews Kurth represents a wide array of clients in multiple industries. For more information about Andrews Kurth, please visit andrewskurth.com.

Why CFOs and Financial Professionals Need To Care About Social Media

Many CFO's, controllers, and other finance professionals have been late to the social media game (the same is true for lawyers, accountants, doctors, and others). They have a variety of excuses as to why it has not been interesting to them or a priority in their careers. I hear from many corporate professionals that it is either a fad or too time consuming.

It is neither.

These online social networking and social media tools are still new, so they look around and do not see their all of their peers actively participating in these communities, so they rationalize that these are things that matter to the sales and marketing people, but that have no place in the finance department.

There are two reasons why CFO's and other financial executives need to care about social media:

1. Their company needs them to care. Today's CFO has a many business functions reporting directly and indirectly to them. Ignoring the social media can leave the company vulnerable in a variety of areas.

Does someone monitor Twitter and the blogosphere to see what is being said about the company and it's brand? Knowledge of blogging and microblogging is important if you wish to review the "buzz" about your company. (One CFO conducts Twitter searches to see when competitors are treading on trademarks).

Are you monitoring employees to see what they are saying online about the company? Are they working when they say they are working (one CFO told me he caught employees via Twitter misrepresenting their whereabouts when they were supposed to be working).

Social Media used correctly can help the company build its brand in a more cost effective manner than some other traditional channels. I am not saying CFO's are cheap, but getting more value for less money sure can help the company in any economy.

Does your company monitor industry groups on LinkedIn and other sites to keep track of trends? Not paying attention could give your competition and advantage.

2. Long-term career success requires a strong network. Social media does not replace traditional networking, but it makes it more effective. The average tenure of a CFO is between three and five years, which means a financial executive must always be working on keeping themselves visible to their business community.

Not having a presence on LinkedIn can make you look like a dinosaur. It is very common for people to search for you on LinkedIn before a meeting. They do this to learn more about you and look for ways to jump-start a connection which can help build a relationship. If you do not have a profile they do not think you have made some rationally smart decision not to be involved in social media, they think you are out of touch.

Would you hire an employee who told you that he would not use a cell phone, voicemail, and email? Highly unlikely. Therefore financial professionals need to be cautious about vocalizing their disdain for social media. To those who use these tools, they are a necessary part of doing business, and those who do not utilize them are seen as behind the times. This might not matter to you if your current CEO avoids social media like the plague, but if you could be looking for a job in the next three to five years, you might want to get your foot in the door now.

Adopting social media as a part of your business life is a choice. All the excuses are fine, but you either want to do this and you will make it a priority, or you will not. Getting involved in online communities only brings value if the user is engaged in the process. There has to be a human face on your social media activities, as you cannot delegate them to your assistant.

Generation Y has moved into the workforce with gusto, and in the next year it is projected that they will outnumber BabyBoomers. 96% of Generation Y utilize social media in their personal and professional lives. Look in the rear view mirror, they are coming up fast from behind. You don't want to be 55 and out of work with no knowledge of the tools that are pervasive to the people who will be hiring you!

You have to take action, as your profiles, friend lists and status updates will never happen without your efforts.

Have A Great Day.

thom

Addendum -- In working on the above post I asked folks who follow me on Twitter to share ideas what was important to CFOs in regards to Social Media. Thanks to Dave Donell (who emailed me detailed stories - far beyond 140 characters! - and some great stories), @CFOCoach, @ryanschooler, @FarWestCap, @MikeCampbellCFO, @TheMarketingGuy, @success2you, @kim_hollenshead, @conniereece, @fgsquared, and @sbrownehr.