I think we can all agree with Rainmaking coach and trainer Jaimie Field that it’s not business as usual…

***

As you know, we are in a period of history where it is anything but “business as usual.”  And while I am not burying my head in the sand, I am trying to stay as optimistic as possible during a global pandemic and stock market glitch.  I prefer to call it a glitch because I truly believe that once the world is free to roam the streets again after this self-quarantine period, the market will rebound.   
As I have been saying to friends and family, I am taking precautions but I am not panicking.

We have been through these periods before in our world (maybe not in the same way) and we have always come out of it on the other end.

There are things you can be doing to ensure that you continue to have a practice and clients.

Most attorneys are working from home.  Hopefully, this means that you still have internet access and a telephone.  Because, one of the most important things you can do is contact your clients – past, present and prospective and just find out how they are.  If you are worried, imagine how they are feeling.

There are things you can do to help them.

Become a resource.  Stop looking at yourself as “just an attorney” and start defining yourself as a trusted advisor.  An attorney looks at each client as just a matter that they bring in, be it transactional or litigation.  But a trusted advisor creates nonpareil relationships with every person with whom they work or network including referral sources and co-workers.

By resource I mean, contact every single one of your clients and ask them what they need.  Not from a legal standpoint, but what they truly need.  Some may just need an ear (without being billed in six-minute increments), or some may need a referral or recommendation to a person or business with which you can help.  Even if you cannot recommend them to someone directly, there is probably someone in your current network that would be able to help you find an appropriate solution for your client.

The most important activity right now is communication.  You need to communicate with your clients and your network that you are available and ready to help.

This is not a time for business as usual, but there is still business on a day to day basis.  Your clients are looking for leaders.  Step up and be that leader and trusted advisor they want and need.

As for the rest of your business development activities during this time, join me for a Facebook live session on Friday, March 20 at Noon ET/9 AM PT to discuss Attorney Business Development In Times of Crisis.  Please tune in – if for no other reason than this is my first Facebook Live and I may fall flat on my face – and since we all need a laugh, you have my permission to laugh at me if I do.  Join the Facebook group here:  https://www.facebook.com/Marketing.Field.LLC/

  • If you are a mid-level associate who would like to become a partner or a partner looking to become a Rainmaker and are interested in individual coaching but would like to take it for a test drive, schedule your FREE Rainmaking Coaching Session
  • If you are a law firm leader and would like to discuss bringing a training program or a Rainmaking Seminar (with Ethics CLEs) in-house please email me. 
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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles recruitment, member retention, and a high level of service to members. She is engaged in the legal industry to stay on top of trends, both in law firms and law firm networks.

In her role as Executive Director, she develops and facilitates relationships among ILN member firm lawyers at 90+ law firms in 67 countries, and seeks opportunities for member firms to build business and relationships, while ensuring member participation in Network events and initiatives. These initiatives include facilitating referrals, the management and execution of the marketing and business development strategy for the Network, which encompasses all communications, push-down efforts, and marketing partnerships, providing support and guidance to the chairs and group leaders for the ILN’s thirteen practice and industry specialty groups, the ILN’s women’s initiative, the ILN’s mentorship program, the management and execution of all ILN conferences, and more.

JD Supra Readers Choice Top Author 2019

During her previous tenure as Director of Global Relationship Management, the ILN has been shortlisted as a Global Law Firm Network of the Year by The Lawyer for 2016 and 2017, and included as a Chambers & Partners Leading Law Firm Network since 2011. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry, and was recently included in Clio’s list for “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful and useful.” Ms. Griffiths was recently chosen for as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.