Think Again!: Innovative Approaches to the Business of Law

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American Bar Association, 2007 - Law - 342 pages
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The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.
  

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Contents

Its Not a Joking Matter
3
The Entrepreneurial Lawyer
7
Business Solutions for Lawyers
11
A Rose by Any Other Name
13
Three Fundamental Truths
15
What Does a Yellow Light Mean?
19
The Trouble with Lawyers
25
Too Much Internal Focus
29
Uncertain Attorneys Fees
171
Forget Great Service Deliver Great Experiences
175
Educate Prepare and Manage
178
Building a ClientCentric Law Firm
180
Developing Raving Fans
182
The Billable Hour Is Not Dead But Should It Be?
187
Building Relationships to Success
193
Stop Selling and Start Building
195

A Penny for Your Thoughts and Advice
33
We Are Worth What We Think We Are Worth
35
Talking the Value Talk
38
Decisions Decisions
43
Anatomy of Decision Making
44
How Big Is the Decision?
48
Going with Your Gut
51
Being Right Can Be Wrong
53
Who Is Driving Your Bus?
61
Law Firm Management
64
Law Firm Producers
65
Goals Set Are Goals Achieved
67
We Are What the Public Thinks We Are
71
I Can Do It Myself
75
Teamwork Works Even for Lawyers
79
Who Do You Want on Your Team?
81
Outstanding People Make a Difference
84
Empower Your People
87
Look for Great People
88
What Is Your Firms Culture?
90
Why the Right People?
92
Compensation Equals Performance
93
Teamwork Begins with Compensation
97
Compensation Systems Drive Results or Lack Thereof
98
Partners as Mentors
102
What Behaviors Are You Compensating?
105
Power of Your Staff
109
Marketing the InvisibleThe Law Firm Challenge
115
It Is All About the Experience
118
You Are as Good as Your Clients Think You Are
119
Building a Great Law Firm
123
Building a Great Law Firm Step by Step
125
What Does Your Perfect Client Look Like?
127
What Pond Are You Fishing In?
135
Clients Want Specialists
136
You Are Already NichedSpread the Word
139
Why Be a Generalist When You Can Specialize?
141
Target Markets Worksheet
145
Whats So Special About You?
147
What Is Not Different
149
What Is Different
154
Your Commercial
157
Whats in It for Them
161
What Clients Want
165
Poor Communication
166
Unexpected Delays
167
Reactive Lawyering
168
No Time Like the Present
199
What Should I Do Today?
205
Business Development Activities Worksheets
213
Personal Business Development Activities
214
New Personal Business Development Activities
215
Business Development Planning and Goals Worksheets
217
Firm Business Development Activities
218
Business Development Planning Sheet
219
Stop Wasting Your Money
221
What You Do Is What You Get
225
The Seven BEs of Business Development
231
Be Interested
233
Be There
239
Community Involvement
240
Networking Groups
242
Public Speaking
245
Writing
247
Be Knowledgeable
249
Be an Investor
253
Make It Personal
254
Make It About Them
256
Be Specific
261
Ill Keep You in Mind Does Not Work
263
Tell Them Early and Often
264
How Good Are Your Referral Sources?
266
Building Your Tool Kit
268
Be Systematic
273
Be Purposeful
279
Who What and Why of Business Development
282
To Achieve We Must Do
285
Law Firm Path to Success
287
Sales Is Not a FourLetter Word
289
How Do We Sell?
292
Sales Systems for Lawyers
295
The Path to Trusted Advisor
297
The Most Powerful Question
301
Stop Selling and Start Helping
305
Commit to Investing in People
307
Help People in Some Tangible Way
308
What Does Your Success Team Look Like?
313
A Team Approach to Business Development
314
Spheres of Influence
317
Fishing with a Net
320
Relationship Team Worksheet
323
The Future of Law Firms
325
Index
329
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