Think Again!: Innovative Approaches to the Business of LawThe 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. |
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 |
329 | |
Common terms and phrases
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