Gary Mitchell's Biz/Dev Coaching Blog
Gary’s column from The Lawyers Weekly, February 5 2016
It’s one thing to go out on your own and create your own solo practice, but it’s another to build a firm. It’s a lot of chicken egg, but I advise my clients to prepare for the fact you will grow.
The first step would be to create a plan that would include target market research, competitive intelligence, talent sourcing and location of office space. Since you will be hiring, is a move necessary?
Gary’s column from The Lawyers Weekly, August 12 2016
Giving presentations, workshops and taking part in other speaking opportunities are one of many business building tools you can use to build your practice. They are good for networking by adding people to your contact list, building profile and expertise in your subject area and building profile (name recognition) and relationships in your target audience
So with that in mind, you can set up goals that you are able to measure. How many quality people are you meeting by speaking? How many of those are you able to move from find to build. Then how many of those are you able to get to the discover stage. And finally, how many people are you getting to the stage where you offer your services and they agree to hire you?
Gary’s column from The Lawyers Weekly, June 3 2016
Are there too many lawyers? Two recent reports out of Quebec and Ontario would suggest there are. What does this mean for the next generation of lawyers? First off you better get really good at marketing. With all of this competition you need to find ways to set yourself apart. You’d better become entrepreneurial and gain more business skills. Because of the lack of jobs, you might also consider starting your own shop — a growing trend I’ve noticed over the past couple of years.
Gary’s column from The Lawyers Weekly, April 22 2016
If your firm isn’t using media relations as part of your marketing and business development efforts, you are missing the opportunity to help raise your profile quite affordably.
There are two approaches to media: getting published under your own byline and being quoted in an article written by a reporter or freelancer. Some media accept articles written by you. This is a great way to demonstrate your expertise and you have much more control than an article written by a reporter where you are quoted as an expert. Both are effective at raising your profile and I suggest you commit to both.
We know a lot of you have not reached your minimum required CPD requirements and time is running out; so we have designed a couple of programs to help you meet your needs. You can choose from our ‘Grow Your Practice’ program which focuses on Marketing and Business Development to help your attract more clients; and our ‘Leading More Effectively’ program which is designed for practice group leaders and managing partners to help you better lead your teams Learn more here.
Gary’s column from The Lawyers Weekly, March 25 2016
When your destination is partnership, there are three key areas to focus on to steer your career toward it. They are: developing your legal skills; building internal relationships, and increasing your own book of business. For this col- umn, I am going to focus on the latter two areas.
The value of the relationships you build internally in your firm cannot be underestimated. Are you leveraging the collective knowledge of the professionals who work at your firm, such as assistants and marketing pros? How about other lawyers, whether they are seniors, juniors or peers?
[From the October 7th edition of The Lawyers Weekly]
Getting published in trade journal, newspapers or newsletters that target your target audience is one excellent way to raise your profile. But use caution — make sure the publication you are writing for does target the same people that you are; otherwise you are wasting your time.
Gary’s column from The Lawyers Weekly, September 9 2016
After working with lawyers and law clerks for 11 years now, networking has been a common “pain” point. Typically people put way too much pressure on themselves in these situations.
Forget everything you have ever heard or read about net- working before you continue reading this article.
Very few people are born with natural networking abilities, so you are not alone. What’s important is to keep it simple and don’t stress out about it.
One of my clients, a solo practice lawyer and just two months ago on our regular call the word ‘bankruptcy’ came up. Just two months later on a subsequent call we were discussing how he could build a million dollar solo practice. Wow! So what happened? I advised him that it all starts with your mindset and that he should tell himself the current situation is unacceptable. In ten years of coaching lawyers I have never seen such a remarkable turn-around.
There were a few bumps along the way including having to deal with two incompetent paralegals through a very busy time. We looked at his business development strategies and made a few changes. I’m happy to report he has found an excellent paralegal and hire her. Back on track now building that million dollar practice.
Too many clients put way too much pressure on themselves when contemplating a networking event. Over the holidays I took a vacation in La Paz Mexico. On the very first morning as I was having my coffee out by the pool, i ran into a couple of guys. We got talking about various subjects. At that point I simply introduced myself, “hello I’m Gary”. One of the guys asked me if he could guess what I do for a living. I said sure with a smirk on my face. He asked, “Are you a lawyer?” I said, no, but you’re close. I’m a lawyer coach. He immediately got curious and started asking me all kinds of questions. It turns out he is a legal recruiter from NYC and has been in business for 26 years. All kinds of ideas came to him about how we could work together. This on Christmas Eve in La Paz Mexico. It all started with ‘hello’. It just goes to prove that we can ‘network’ anywhere anytime. So take the pressure off and start with ‘hello’.