The Successful Lawyer: Powerful Strategies for Transforming Your Practice

Front Cover
American Bar Association, 2005 - Law - 241 pages
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This comprehensive and inspirational book explains how a lawyer can transform his or her life into a more exciting, fulfilling, and profitable one by taking control of his or her destiny. Riskin goes beyond simple concept or theory and delivers a book packed with concrete advice that lawyers can put to work right away.
  

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Contents

Imaginative Planning
15
Brainstorming to Implementation
21
The Mount Everest Syndrome
27
Specialty Versus Commodity Work
31
SUCCESSFULLY MANAGING THE CLIENT RELATIONSHIP
35
Introduction to Client Relations Skills
37
Courting Prospective Clients
39
Meeting Prospective Clients
43
Overcoming Meeting Challenges
133
Defining and Fostering Creative Thinking
139
Meetings That Foster Creative Thinking
143
Dealing with Difficult People
149
THE BUSINESS SIDE OF LAW
155
Being More Entrepreneurial
157
A Reason for Business Development
161
Moving Toward Emerging Areas
163

Handling Telephone Inquiries
47
Active Listening
51
Managing Client Expectations
55
Building Client Rapport
59
Getting Referrals
63
PUTTING CLIENTRELATIONS SKILLS TO WORK
67
Delegating Assignments
69
Receiving Assignments
73
Giving Advice
77
Expanding Services CrossSelling
81
Transferring Clients Within the Firm
85
Handling Accounts Exceeding Estimates
89
Dealing with Complaints
93
Skills Conclusion
99
PART IV INCREASING YOUR VALUE
103
Becoming More Valuable
105
Lawyer or Consultant?
109
Doing More Than Required
113
Practice with Courage
117
Leadership Styles
121
Meetings Worth Attending
127
Industry Group Tactics
167
Targeting Tactics
171
Dealing with Rejection
177
Your Personal Business Advisors
181
The Power of Appreciation
185
Multidiscipline Groups
189
Becoming More Profitable
191
Harnessing Technology
197
TIME AND MONEY
201
Billing and Finance
203
Preparing Better Accounts
209
Financial Discipline
213
Overcoming Fee Resistance
215
Managing Time
219
The Power of Saying No
225
Exploiting Opportunities
227
CONCLUSION
231
RESOURCES
233
INDEX
235
Copyright

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