604-669-5235 gary@ontraccoach.com

Free Webinar-Making changes in the Covid-19 Era

There is one constant in life and business, and that is change. But that doesn’t mean it’s easy. Learn some techniques and strategies to better cope with the stress associated with change and how to navigate it more effectively.

I am teaming up with LexisNexis to bring you this interactive live webinar. I will cover:
• Change in general
• Changing practice areas
• Changing locations
• Changing firms

If you are faced with change of any form, you won’t want to miss this strategy packed webinar. Bring your questions and take advantage of Gary’s 16 years of experience of working with lawyers from solo practice right up to international firms.

Register here. 

Raindance: The Business Development Bootcamp for Lawyers

I am very pleased to chair this webinar conference to air September 24th. Working closely with the conference organizers at The Commons Institute, we’ve put together a stellar group of presenters including legal practitioners and legal marketers who are leading innovation in today’s marketplace. From Law Clerk, Cris Lam who will share what she did to grow her network and bring in clients to her firm; to Bobbi-Ann Wallace, a fourth year M&A Lawyer who will share her approach to business development, and Kris Bonn, a Managing Partner will share how he continued to make rain, lead the firm, manage his people, engage his team in business development and grow his firm. We also have Jana Schilder, Managing Partner of First Principals Communication who will cover the value of media relations in growing your firm, and Susan Van Dyke of Vandyke marketing, who will cover off effectively using Social Media.

In addition to the amazing content we will cover, each participant  of Raindance will receive a copy of my 2nd book, “Raindance 2: A Blueprint for Growing Your Practice, Small Firm addition”, and a one-hour coaching session with me to follow the conference. If you are looking to grow your practice or firm, this webinar cannot be missed. GO to The Commons Institute and sign up today. You can also view our YouTube video. I look forward to working with you to grow your firm.

This is your final wake-up call

Good morning Lawyer X, this is your wake-up call. It’s time to re-think your career.  This is not a call you were hoping to get. But let’s face the facts. Your practice is nearly dried up. Your market is flat. You are not bringing in any new clients, and you haven’t for some time. And the bottom line is there are no new clients to get. To make matters even worse the clients you do have are going away or have nothing for you to do. Yes, it’s pretty bleak. But it’s not your fault. Don’t beat yourself up, do something about it.

At the time of writing this, we are in the compensation season. And as a result, I expect we are going to see a lot of layoffs and more de-capitalization in Calgary and Vancouver in the coming months. There are a few practice areas that are feeling this pain, and basically on their last legs at many firms.  This has been a long, deep and painful cycle. Your firm is unlikely to hold your life-line for much longer. And don’t think it’s any better across the street. No matter what firm you’re at, the work has dried up. The way I see it, you are left with the following three choices.

  1. Leave the profession and find something else
  2. Find an opportunity in-house
  3. Leverage your knowledge and experience and relationships and look for another practice area that you can apply them to

Look for my full article this month in The Lawyers Weekly where I discuss what your next steps should be  if you chose #3.

Becoming more targeted with BD Part One

Before you get out their and marketing yourself, your practice or your firm, the first question you should ask yourself, is “Who do you wish to serve?” I advise you start to answer that question by taking a look at your own values. What are they? What’s important to you? Do most of your current clients have similar values? Align your values with the people you wish to serve.

The reason I suggest this is after working with several well-established lawyers who were stuck in building their practice. WHen I got in there and went deeper, more often than not, they were stuck because the people they were serving were not aligned with their values. So save yourself the time and heartache and have that aligned from the beginning. No matter where you are in your career, it doesn’t hurt to ask yourself these kinds of questions.