Conventional wisdom says that solos and smalls should join a bar association — either the American Bar Association, a state or local bar, or a practice-specific bar (such as an association of telecommunications or criminal defense or real estate lawyers) as a way to generate clients. Here’s but one recent article that recommends pounding the pavement at bar events to find clients.
I’m not suggesting that solos and smalls steer clear of bar membership entirely; after all, bar associations provide a myriad of practice benefits including substantive information on practice trends, affordable continuing legal education (CLE), and advice on starting and running a law practice. But if lawyers think that they’ll find business through bar membership, most are sure to be disappointed…
Yet after all this time, social media still has limited traction in the legal profession, with few firms using social media for its “best and highest use”: engaging and interacting with colleagues and clients. Instead, large firms treat social media as another marketing channel to disseminate firm news and press releases, according to a recent ATL study, while solos and smalls treat social media as a poor man’s search-engine optimizer. It’s no wonder that many practicing lawyers deride social media generally as a waste of time and counsel their colleagues to focus on traditional in-person networking, like meeting colleagues for lunch or getting involved in bar associations, to generate visibility and referrals.
Still, I wouldn’t give up on social media yet. The fact that so few lawyers understand how to use social media correctly makes it a powerful tool for solo and small firm lawyers. Here are three ways to use social media to get the most out of traditional, in-person networking, and to create new opportunities for yourself:
Ed. note: This post is written by Adam Gropper, author of Making Partner: The Essential Guide to Negotiating the Law School Path and Beyond, a recent release by the American Bar Association. Making Partner provides guidance for maximizing performance while in law school, securing the dream law firm job, excelling as an associate, and moving on the fast track to making partner. Adam Gropper is also the founder of www.LegalJob.com, a blog that provides practical advice for current law school students and law firm associates.
Other than attending a top ten law school and being in the top ten percent of your class, there is not just one way or one big secret to obtaining a dream legal job. Many people, for example, especially top law students, just fall into their practice area, and are doing what they are doing by accident. Accordingly, for this group, focus and planning ahead are not as crucial.
This post speaks to all others who are not quite sure what they will do when they graduate law school and are interested in planning ahead. For these folks, it may be helpful to have a practical plan with specific, mechanical steps.
Ed. note: This post is sponsored by NexFirm. At NexFirm, we see dozens of new firms launch each year, and we seem to bond with both the people and the practice every time around. Their accomplishments feel like our success, and their disappointments, our failures. It makes for a great professional relationship, but it can also be painful when we see them repeat the same, predictable, new firm mistakes — especially ones that can be avoided with some guidance and forethought.
Attorneys who are launching their own firms tend to wring their hands over every small decision and miss the big picture. You feel overwhelmed, so you want to work feverishly to tackle your to-do list. After a long day full of “doing” without much “thinking,” you feel like you’ve really accomplished something. It’s an easy trap to fall into. It’s crucial to be thoughtful about the big things, set time aside to think about them, and treat them like the other action items on your list.
Start with these, the low hanging (albeit important) fruit:
1. Leave, Don’t Quit.
Focused on the unpleasant task of giving notice, worrying that you might piss someone off or — worse yet — be impeded from transitioning matters, you can easily miss the best marketing opportunity you will ever get. Use your resignation to ask your employer to give you business. Beg them, guilt them, scare them, do whatever you need to do, but make it happen. There is no one that knows you and your work better. If you can’t convince them to help you, in at least some small way, you are in trouble…
The news continues to be bad for the impatient “just get me on the internet” types regarding the development of relationships. Regardless of how many times your name appears on the first page of Google, developing meaningful professional relationships still takes time, and it always will. Sorry.
I recently read of a lawyer who closed up shop, a prominent reason being that after dropping from the first page to fourth page of Google, “the phone stopped ringing.” Google doesn’t develop relationships that bring referrals. Some learn that that hard way.
I spoke at a local breakfast last week. It was a kick-off of a new chapter of a monthly “lawyers” group. There were 20 lawyers. One guy was in his 70s and is now of counsel to a firm after a long career, another just graduated law school and drove two hours to meet some Miami lawyers. Not sure why he drove so far to meet lawyers instead of sitting at home and poking around on LinkedIn. Anyway, a few said they were with firms I knew, and there were a bunch of solo practitioners, some just a few years in, and others who have been at it for a while.
I know, you’re thinking, “Sounds like BNI.” Kind of, but BNI is weekly, and not limited to lawyers.
As this was the first meeting of the second local chapter, everyone was there to check it out, to decide whether they would attend a second meeting. After going around the room and introducing themselves to each other, and then ending the meeting by walking around and exchanging business cards and “do you know so and so…” some will apply, while others will see getting up for a 7:30 a.m. breakfast once a month as the most awful thing they could think of and never come back.
The host of the meeting said something that may cause some not to return: “No one in this room is required to refer clients to each other.”
Wait, what? You can’t just sit there, eat eggs, and the cases will come?
Someone asked me a great question the other day. “I’m having a hard time staying engaged at the office,” she explained. “I want to leave, but I’m not sure what to do next. How do I keep up the appearance that I’m still interested in practicing law while I figure out my next move?”
This in-between stage is hard in so many ways. It can be hard to force yourself to work on cases when you no longer care about the outcome. It can be hard to make yourself meet your billable hour minimum when you find the work dull and unrewarding. It can be hard to act happy, or at least not to growl at people, when you desperately want to do something else. Here are seven strategies for the summer of your discontent.
I know it’s not popular to write about lawyers doing well, because misery loves company, but the sad truth is, there are lawyers who don’t spend their days blaming their law school for the fact that they should have never thought of becoming lawyers, or trying to figure out how every new “future of law” tool on the internet can bring them clients.
There are lawyers, regardless of what you’ve been convinced of, who are actually making a living off the time and sweat they have put into their practice. These are the lawyers getting multiple calls a week, whose main concern is not counting the days until their worthless LinkedIn connections bear fruit, but how they are going to get all the work done, and if the stride will continue.
So for the whiners out there, the heartbroken dreamers, the ones who believe expressing their anonymous anger on the internet will one day result in something positive, take the week off. I want to talk to the success stories out there in Small-Law-Ville (anyone own that term yet?)….
From your only source of knowledge anymore Wikipedia:
“A hobby is a regularly undertaken activity that is done for pleasure, typically, during one’s leisure time. Hobbies can include the collection of themed items and objects, engaging in creative and artistic pursuits, tinkering, playing sports, along with many more examples. By continually participating in a particular hobby, one can acquire substantial skill and knowledge in that area.”
Although unintentional, a hobby is one of the best marketing tools around.
Ed. note: This is the latest installment in a series of posts from the ATL Career Center’s team of expert contributors. Today, in the fifth of five related articles, Casey Berman, founder of Leave Law Behind, a blog and community that focuses on helping unhappy attorneys leave the law, discusses the fifth step attorneys can take to leave the law. Previous articles in this series can be found here, here, here, and here.
As we discussed in the first four articles of this series, through Leave Law Behind, I work with many intelligent attorneys who nonetheless are unhappy and want to leave the law behind and do something else. They want to change their life and their work and their focus with the goal to be more satisfied, more confident, and happier.
I tell them the first step in leaving the law behind involves getting a handle on their money situation; to become as confident and exact as possible in understanding (i) their expenses, as well as any (ii) safety net and other sources of financial support they can call upon if needed….
I try to approach new relationships without an express agenda. In my experience, business has always come from relationships indirectly, and unexpectedly. Looking back at my firm’s engagements with 20/20 hindsight, it is undeniable that positive relationships led to the work. But that was impossible to predict looking forward.
For example, lunch with a casual acquaintance became a friendship and led to a very lucrative engagement when he later developed a conflict. I could not have predicted at the time how the lunch would later lead to important business.
In fact, had I approached the lunch with a strict agenda, I never would have formed the friendship or subsequent business. Instead of meeting with the goal of developing business, I met with the goal of having a nice lunch. It is a well-known irony that sometimes it is easier to get something when you stop trying so hard…
So you spent a considerable amount of time courting, selling and maybe even doing some friendly stalking of that attractive lateral partner candidate with a sizable book. After he or she ignored your emails and didn’t return your calls, a few weeks go by and you read a press release in the legal media announcing the recent move to a competing firm.
Rats. Another one got away from you. You cringe when you consider how much time was spent in meetings that did not bear fruit. Your heart aches when recall how you were led to believe this was a marriage made in heaven.
You have been rejected.
The sting of rejection is painful, even for fancy law firms. But you need to find a way that you can turn this disappointment into a legitimate learning experience.
No, this isn’t a pre-party before we come back next fall for the real thing. This IS the real thing. Quinn Emanuel is pushing the envelope on recruiting. The party is now. This is when you meet the partners and associates face to face. This is when we begin the dance that could land you an offer for your second summer BEFORE school starts in the fall.
First: You come to the party. Second: If you like us, you send your resume after June 1, 2014. Third: If we like each other, you get an offer.
We’re not waiting for fall. We’re not doing the twenty minute thing. This party is the real thing!
We hope you’ll join us, and look forward to meeting you.
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 six years. You can reach them by email: [email protected].
Since late last year, things have been booming in Hong Kong / China in cap markets, especially Hong Kong IPOs. M&A deal flow has recently been getting a bit stronger as well. Although one can’t predict such things with any certainty, all signs are pointing to a banner entire 2014 for the top end US corporate and cap markets practices in Hong Kong / China. This is not really new news, as its been the feeling most in the market have had for a few months now and things continue to look good.
The head of our Asia practice, Evan Jowers, has been in Hong Kong for about 10 days a month (with trips every other month to both Shanghai and Bejing) for the past 7 months (Robert Kinney and Evan Jowers will be in Hong Kong again March 15 to 23), and spending most of his time there meeting with senior US hiring partners at just about all the major US and UK firms there, as well as prospective candidates at all associate levels and partner levels, and when in the US, Evan works Asia hours and is regularly on the phone with such persons, as our the other members of our Asia team. Our Yuliya Vinokurova is in Hong Kong every other month and Robert is there about 5 times a year as well. While we have a solid Asia team of recruiters, Evan Jowers will spend at least some time with all of our candidates for Asia position. We have had long standing relationships, and good friendships in some cases, with hiring partners and other senior US partners in Asia for 8 years now.
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