Entries by Julie Fleming

Keep your friends close

Pop quiz: Who are your best referral sources?  List the top 10 right now.  If you are a more junior lawyer in a law firm and don’t yet have your own clients, list the senior lawyers for whom you do the most work. How easy did you find it to make this list?  This information […]

When life throws you a curveball…

Life has a way of throwing curve-balls.  Sometimes they come in the form of emergencies that demand attention, sometimes they’re staff departures (planned or otherwise), and sometimes they’re opportunities that you just can’t pass up, even though jumping in will eat every bit of time and energy you have.  Curve-ball or baseball photo here, please […]

Why isn’t it working?!

A potential client called to discuss how I might help her with her business development activities, and I asked what she’d tried.  As I often discover in those conversations, she’d tried a number of approaches, all to no avail.  On her list: writing articles, teaching seminars, advertising, attending networking events, posting her profile on various […]

“Welcome!”

What greeting do your clients receive when they contact your office?  Do clients feel that they’re welcome?  Or are they ever left with the impression that they’re interrupting something more important? How your staff handles client contact (or how you handle it, if your practice doesn’t include staff members) will have a significant, though probably […]

Don’t Underplay Yourself

When a law firm hires me to work with a junior associate, very often one part of the engagement centers on the associate’s leadership presence and self-confidence – how he or she presents to others.  (Of course, that focus is not by any means unique to junior associates.) Although reviewers may use a variety of […]

Find Your Weekly Minimum

What happens to your business development activity when you get busy?  If you’re like many others, you may find that it slips.  I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed – right to the point that they’re so busy they pause and start backsliding. […]

What’s your problem?

We all face challenges in the business of a law practice.  We were taught in law school that we have to ask the right questions in practice to get the necessary answers for our clients.  (Litigators, you especially know what I mean!)  But somehow, we forget what that means for our own businesses. I recently […]

Trivial Pursuits… Again?

In the absence of clearly-defined goals, we become strangely loyal to performing daily trivia until ultimately we become enslaved by it. — Robert Heinlein You may be wondering how this relates to the law. Practice keeps you busy.  Really busy. Aside from the rare (and, frankly, frightening) slow times that crop up occasionally, there’s always […]

Listen up!

Business is the greatest personal development tool that exists.  The moment you take responsibility for your work and for generating and serving clients, you become your own best asset.  That’s why you must invest in yourself.  If you don’t grow, your business won’t grow.  Give that some thought the next time you’re faced with an […]

You failed? Congratulations!

I don’t encourage failure… Mostly.  It’s helpful to assess and mitigate the risks of failure when you’re stepping out with a new activity.  There’s no glory in the “ready, fire, aim” approach when you have the time and the ability to do some (but not too much) preparatory work that increases the odds of success. […]