June 29, 2016

More of what clients want — part two

More nuggets from the Clientelligence book and the four activities that deliver the most value according to the author who interviewed thousands of C-level executives. The first post examined the first two activities – Commitment to help and Client Focus. This post reviews the other two — Understanding the Client’s Business and Providing Value for the Dollar   Understanding the Client’s Business  
May 22, 2016

More of what clients really want – part one

What if you could get inside the heads of senior executives at large companies and discover what they value most in the lawyers they hire?   Well, now you can…   …thanks to a new book, Clientelligence: How Superior Client Relationships Fuel Growth and Profits by Michael B. Rynowecer.   The book is well written and provides significant insight as to what clients who invest in […]
April 30, 2016

Reframing your biography

How many times have you had to sit through someone reading a biography of a speaker or be on the receiving end of someone’s so-called “30-second commercial” with the thought of “why do I care?”   Many well tell you that most people probably do not care where you went to school, how many fancy titles you have had, whether you worked for a Fortune 100 […]
March 26, 2016

Become an expert in the client

The key to generating clients and maintaining them is to provide exceptional client service. In the legal field that includes, of course, solving issues creatively and efficiently. But, just as important, exceptional service requires that one become an expert in the client, including deeply understanding the client’s challenges (professional and personal), aspirations, and needs. If a client or prospective client feels that you get her and […]
February 21, 2016

What the best lawyers do

The most effective lawyers hit out of the park when it comes to client service. What do they know or do that others do not? There is lots of good information out there about what clients want – whether it is industry specific, such as this article covering “What clients want from CPAs” or a bit more general, such as this article emphasizing the importance of […]
January 31, 2016

Enhancing the client experience

What is the one item that can help you stand out as a top-notch lawyer? Is it rigorous research? Clear and concise writing skills? Smooth talking? Ability to generate ideas and potential solutions to client challenges? Ability to anticipate issues before they arise? All of these items are helpful. But the one thing that seems to truly separate superlawyers from the pack is the lawyer who […]
December 30, 2015

What clients want

Here is part two of three posts reviewing a recent Washington Lawyer article (It’s the Clients, Stupid) that summarizes what clients want.  LegalJob provides suggestions on how to implement each of three ideas below. 1. I hire lawyers, not firms. The article points out that clients do not appreciate being pawned off by the relationship lawyer to other lawyers in the firm who are actually doing […]
December 13, 2015

Client suggestions for how to be an effective lawyer – Part 1 of 2

Continuing on the theme of the past couple of entries, this post (part one of two) reviews a recent Washington Lawyer article (It’s the Clients, Stupid) that summarizes what clients value from the perspective of in-house counsel.  Below are the three items discussed with LegalJob’s suggestions on how to implement each idea. 1. Know my business. The article advises lawyers to “invest some of your own […]
November 30, 2015

What working on Capitol Hill can teach associates about effective law practice

LegalJob has worked with some of the most effective legal staffers on Capitol Hill and has taken note of some common traits they possess and habits they practice.  Perhaps not so surprisingly, these same traits and habits are possessed and practiced by the most successful law firm associates. Namely, these staffers: Are able to channel their bosses (Members of Congress) and, as such, they deeply understand […]
October 25, 2015

Six common traits of successful lawyers

This post addresses the question of “What do I need do/what skills do I need to demonstrate to be a successful lawyer?” 1. Bring passion to their work. Top lawyers have combined what they are most talented at with what they have a passion for doing. And the key is they have found a way to bring their passion and talents while at the same time […]
September 24, 2015

What iced tea can teach associates about being of service

LegalJob has repeatedly emphasized the importance of having an other-person centric mentality to help one achieve success. For example, superstar associates focus on addressing the client’s and partner’s needs, wants, quirks, and preferences. They are able to put themselves in the mind of the clients and the partners because they are constantly asking them what they want or learning what they are thinking about. Consider how […]
September 21, 2015

3 keys to giving advice

LegalJob was recently asked what makes a superstar associate.  There are several items – sound judgment, the ability to present complex issues in a straightforward manner, etc. but one of the most important skills is the ability to give advice to partners and clients in a helpful manner.  Follow the three keys below for best results: Understand that the value to your advice is not in […]