It turns out that it’s also the key to giving great speeches.
And to making great pitches for new business.
And to impressing clients, and your boss, and anyone else who matters to you.
Now that I think about it, it’s not a bad guide to planning your business development activities, ginning up theses for your articles, and plotting your blog posts. It would be a great way to design your firm’s website, too.
Eureka! The key to all professional success on earth!
Over the last two decades, a dedicated Supreme Court bar has gained prominence, focusing on arguing the increasingly few cases before the justices each term. These lawyers face fierce competition in persuading clients to hire them, participating in a not-so-glamorous competition known in the industry as a “beauty contest.” At these lawyerly pageants, attorneys competing to take the case make their pitch and try to persuade the client that their firm is the best suitor.
In my new book, Unprecedented: The Constitutional Challenge to Obamacare (affiliate link), I go backstage and look at two of the most high-profile beauty contests in Supreme Court history: who would represent (1) the National Federation of Independent Business (NFIB) and (2) twenty-six states in their respective challenges to the constitutionality of Obamacare.
How did these litigants go about choosing their counsel? Which lawyers and law firms got passed over?
Ed. note: We hope that you had a great July 4th — and that you’re enjoying a four-day weekend. But if you’re at work today and looking for diversion, check us early and often — we will be posting today (although on a reduced publication schedule).
* Lawyer of the Day Long Weekend: Christopher Kirby, whose profanity-laced tirade at the mother of a special-education student during a school board meeting has gone viral. Stay classy, Chris. [New York Daily News]
As a law blog, we write about beauty queens far more than you’d expect, but that’s only because so many of them have gone to law school (DaNae Couch, Texas Tech law student recently crowned as Miss Texas; Adrielle Churchill, Arkansas law student crowned as Miss Arkansas in 2010), enrolled in LL.M. programs (Vasuki Sunkavalli, crowned as Miss India in 2011), or gotten themselves into some serious legal hot water (like Kumari Fulbright, Arizona law student and convicted felon).
Today, we bring you the story of Sheena Monnin, the former holder of the Miss Pennsylvania title. Monnin never went to law school, but she recently had the (dis)pleasure of being schooled in the law by none other than Donald Trump after making some scandalous remarks about the Miss USA pageant on her Facebook page (e.g., that the competition was “fraudulent” and “trashy”). Monnin’s no Miss Congeniality, that’s for sure.
As can be expected, this Janice Dickinson look-alike knew that she wasn’t going to have a very merry Christmas when she found out that she owed The Donald $5 million….
I knew exactly what the kid was thinking: “I guess, if my Dad wrote a book, I should take a look. But this is going to be unbearable. So I’ll read a few pages and be done with it.”
Jeremy sat in the family room reading chapter one. I paced anxiously in the kitchen. My wife didn’t understand my anxiety: “Why are you so nervous? It’s only Jeremy.”
“Don’t you see? Jeremy’s my first truly neutral reader. He’s not a lawyer. He’s not inclined to read the thing. He won’t cut me any breaks. If Jeremy likes it, there’s a chance there’s actually an audience for this thing.”
After a few more anxiety-ridden minutes, Jeremy walked into the kitchen. After a seemingly endless pause: “Let me see chapter two….”
When we write briefs, we show — we don’t tell — the reader that we win. Thus, we do not tell the reader: “This case is barred by the statute of limitations,” which is mere assertion. Instead, we show the reader why we win: “The accident in which plaintiff was hurt occurred on June 1, 2008. The two-year statute of limitations therefore expired on June 1, 2010. Plaintiff did not file his complaint, however, until August 15, 2011. This lawsuit is time-barred.”
At trial, it’s the same routine: We do not simply assert in an opening statement or closing argument: “My client should win.” (Nor do we beg: “Please, please. My client should win.”) Instead, we present the facts, and we let the jury conclude from the facts that our client should win. Show; don’t tell. It’s more persuasive.
What’s the equivalent for demonstrating legal expertise? What should law firms write (and say) on résumés and in responses to RFPs to show, not tell, their competence? And, as in-house counsel, what questions should we ask to investigate whether a firm is blowing hot air (which is what “telling” permits) or may actually be competent (which is what “showing” may suggest)?
I received a fair amount of mail this past week asking about transitioning to in-house positions from firm life. I tried to offer useful responses when time permitted. I certainly appreciated all the kind words, and I feel for those enduring the struggle of a job search, especially in this economy. Many folks share in the struggle, and many folks have struggled before you — myself included. It doesn’t make it easier, but it will get better. The words “going in-house” presuppose that you have a choice: to go. For most people these days, the choice is to go where you’ll be able to cover your budget. And that doesn’t always translate to getting the job you want.
I do not view this column as a place to preach, I view it as one side of a dialogue. If you feel moved to write to me and ask for advice or ideas, I will certainly do my best to respond to your email. I knew going in to this that by publishing my real name I was setting myself up for abusive comments from a small group of people. It’s all good; I have been a long time reader of Above the Law. But I also knew that, far more importantly, folks who really wanted or needed to discuss topics that I write about might contact me. To that end, let’s talk about choosing the right person for the job….
Your company was just named in a new complaint, and there’s no obvious choice of counsel to defend you. What do you do?
You ask around internally to see whether any of our lawyers has worked with good counsel in the jurisdiction. Perhaps you ask a trusted outside lawyer or two for recommendations. You narrow the choices down to two or three candidates, and you decide to interview the top three firms.
This brings us to the subject of this post: What do you ask at the interviews?
When I was in Biglaw, I always dreamed of taking part in a beauty contest. I do not really understand how it goes down, but it sounded very exciting (at least more than my fifty-state-survey.) According to YouTube, it looks something like this.
When I went to the small firm, I did not hear mention of beauty contests. Clients mostly came through referrals, and any client pitches were much more informal. For instance, I heard a story about two partners trying to get an FLSA class action, so they went to the employer’s factory and donned the poultry processor workers’ uniforms (and perhaps touched some chicken parts going down the conveyor belt). Unlike the stories of the Biglaw beauty contests, there were not lawyer teams from several other small firms lined up in their chicken-suits.
If a team from Skadden or Sidley were lined up in chicken-garb, however, how would the small-firm attorneys best position themselves to win the contest? I asked some Biglaw-turned-small-firm attorneys for their best tips….
Ed. note: The Asia Chronicles column is authored by Kinney Recruiting. Kinney has made more placements of U.S. associates, counsels and partners in Asia than any other recruiting firm in each of the past seven years. You can reach them by email: firstname.lastname@example.org.
Things have changed recently in Korea – a few of our US and UK client firms are looking, very selectively, for a lateral US associate hire. Until just recently, there was not much hiring like this going on in Korea, since US and UK firms started opening offices there. We have already placed two US associates in Korea in the past month at top firms. Most of the hiring partners we work with in Korea do not actively work with other recruiters.
If you are a Korean fluent US associate in London, New York or another major US market, 2nd to 6th year, at a top 20 firm, with cap markets or M&A focus (or mix), or project finance background, and you are interested in lateraling to Korea to a top US or UK firm, please feel free to reach out to us at email@example.com or firstname.lastname@example.org. Our head of Asia, Evan Jowers, was just in Korea recently, and Evan and Robert Kinney will be in Korea in a few weeks. We are in the process of helping several firms open new offices in Korea (a number of which are interviewing our partner level candidates) and also helping existing offices there fill openings.
Professor Joel P. Trachtman has developed a unique, practical guide to help lawyers analyze, argue, and write effectively.
The Tools of Argument: How the Best Lawyers Think, Argue, and Win is a highly readable 200-page book, available for about $10 in paperback or e-book. Chapters focus on foundational principles in legal argument: procedure, interpretation of contracts and statutes, use of evidence, and more. The material covered is taught only implicitly in law school. Yet, when up-and-coming attorneys master these straightforward tools, they will think and argue like the best lawyers.
For most attorneys, time spent managing the books is a necessary evil at best. Yet it is undeniably a crucial aspect of running a successful practice. With that in mind, we invite you to view or download a free webinar by Above the Law and our friends at Clio to learn how to better manage your finances.
Take this opportunity to learn what it takes to streamline your accounting and get the most out of your time. The webinar agenda:
● The basics of accounting for lawyers.
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● Steps to prepare your tax return for your firm’s income.
Do not miss this crucial chance to optimize your accounting practices. Save time and get back to billing!