Business Development for the Woman Lawyer by yrr14496


									                                                                Program Agenda


                  MARCH 30-31, 2006
                    CHICAGO, IL

         Effective Strategies for Business Development
Building Your Business Through Enhancing Client Relationships

                  Pamela A. Bresnahan, Esquire
               Vorys, Sater, Seymour and Pease LLP
                        1828 L Street, N.W.
                             Suite 1111
                      Washington, D.C. 20036
                           (202) 467-8800
                     (202) 467-8900 - facsimile

                     Hilarie F. Bass, Esquire
                     Greenberg, Traurig P.A.
                      1221 Brickell Avenue
                        Miami, FL 33131
                          (305) 579-0500
                    (305) 579-0717 – facsimile

                    Pamela J. Roberts, Esquire
            Nelson Mullins Riley & Scarborough, L.L.P.
                       Meridian, 17th Floor
                         1320 Main Street
                       Columbia, SC 29201
                           (803) 255-9566
                     (803) 255-5182 - facsimile
                   Business Development for the Woman Lawyer
             Fourteen Questions (or thereabouts) to Foster a Dialogue on
                            How to Grow Your Practice

1.     What you like to do the best that might attract clients and how does that fit in with
your practice area?

       a.      community activities
       b.      speaking
       c.      bar activities
       d.      social activities
       e.      teaching
       f.      alumni groups
       g.      CLE
       h.      politics

2.     What areas of practice are growing and likely to need lawyers?

       a.      does your practice have a niche?
       b.      are you a generalist or a specialist?
       c.      what events would make your practice grow?

3.     How do other lawyers attract clients?

       a.      look at who you admire in your community. Call and ask them how they
               attracted clients.
       b.      look at how it is done successfully in your firm and see whether that is
               feasible for you.
       c.      law practice management literature on client development
       d.      referring counsel

4.     How do you best market yourself to potential clients? What type of name
recognition do you need?

       a.      participation in conferences in your practice area
       b.      community involvement
       c.      traditional public relations and marketing
       d.      teaching
       e.      writing

5.      What kind of literature is there on your area of practice? Should you write to
raise your profile in your area of practice?

       a.      is there “missing” literature on a new case or new area of the law?

6.    Do you have a network of people who will help you attract business?

      a.     section of your state or local bar association
      b.     existing clients
      c.     can your firm help you?
      d.     “branding” the firm name? how does your firm become known in a
             particular practice area?

7.    Have you written down a short term plan, i.e., how many people you will visit or
      take to dinner in the next three (3) months? How about a long term plan?

      a.     target a market
      b.     don’t be afraid to ask for business
      c.     team up with one or more people in your firm to pitch clients

8.    Do you have a mentor or someone who will help you develop business?

      a.     “pick” someone in the generation before you to help you
      b.     have a friend or colleague you can talk to or you can do “beauty contests”

9.    Do your “lifetime” connections help?

      a.     friends, family, college, law school
      b.     if you don’t have roots in your community, figure out what you need to
             join to put down roots and become known to potential clients

10.   Do you reassess every year where you want to be in five (5) years and re-adjust
      your goals accordingly?

      a.     one set of goals age 25-30, another set from 30 to 40!
      b.     is partnership a goal? If so, what do you need to do to achieve
      c.     how to balance with family?
      d.     bar or community leadership

11.   Have you focused on obtainable goals?

      a.     pick something you can accomplish, i.e., go to a conference, take someone
             to lunch or dinner once a week.
      b.     if you try to spread yourself over too many practice areas or have too
             broad an objective, you don’t find a niche where people will remember
      c.     what kind of image do potential clients have of you? Appearance counts.
             You want to have your own style of dress – gone are the days of those
             “bow-tie” blouses.

12.   Are you too shy about your accomplishments?

      a.     too many women are too self-depreciating, don’t be afraid to “toot” your
             own horn.
      b.     tell your firm when you accomplish something in your community.

13.   What kind of financial support do you need to accomplish short and long term

      a.     client development budget
      b.     CLE budget

14.   Some observations on gender differences

                                     PLATINUM SPONSORS

            Ranked 10th in attorney diversity
            among the nation’s top 250 firms
                         -- Minority Law Journal (Summer 2005)

                     O’Melveny & Myers LLP is proud to sponsor the
                               American Bar Association
                       Commission on Women in the Profession’s
                         Women in Law Leadership Academy.

           O’Melveny & Myers has a long-standing commitment to diversity and
            to promoting equal and nondiscriminatory opportunities for all of our
                attorneys and staff. To learn more, please contact our Talent
           Development representatives in one of our 13 offices or visit

Beijing   Brussels        Century City       Hong Kong     London     Los Angeles     New York

Newport Beach        San Francisco       Shanghai    Silicon Valley   Tokyo    Washington, D.C
                                                  SILVER SPONSORS

ABA_CW0306.qxp   3/7/2006   3:19 PM    Page 1

                                    We join in
                                    supporting the Commission on Women
                                    in its important work.

          Berlin • Brussels • Charlotte • Chicago • Cologne • Frankfurt • Houston
          London • Los Angeles • New York • Palo Alto • Paris • Washington, D.C.
                    Mayer, Brown, Rowe & Maw is a combination of two limited liability partnerships, each named
                  Mayer, Brown, Rowe & Maw LLP, one established in Illinois, USA, and one incorporated in England.
                                                           SILVER SPONSORS

                                            McGuireWoods LLP is proud to sponsor the ABA’s
                         2006 Women in Law Leadership Academy
                               and its mission of helping young women lawyers
                  develop career and legal skills, with an eye toward leadership.

                                                                  Amy B. Manning, Partner • 312.750.8904 •
                                                                      Marta A. Stein, Partner • 312.849.8191 •
                                                                     Attorneys At Law • 77 West Wacker Drive, Suite 4100 • Chicago, Illinois 60601-1815

                             ATLANTA   •   BALTIMORE   •   CHARLOTTE   •   CHARLOTTESVILLE     •   CHICAGO   •   JACKSONVILLE   •   LOS ANGELES   •   NEW YORK    •   NORFOLK
                                           PITTSBURGH      •   RICHMOND    •   TYSONS CORNER   •   WASHINGTON, D.C. | ALMATY, KAZAKHSTAN               •   BRUSSELS, BELGIUM


                       Critical thinkers in pursuit of excellence.
                        National leaders. Community servants.
                      They command juries. They follow dreams.
  They are the women of Nelson Mullins Riley & Scarborough LLP.

                                                       Nelson Mullins Riley & Scarborough LLP
                                                              Attorneys and Counselors at Law
Atlanta • Boston • Charleston • Charlotte • Columbia • Greenville • Myrtle Beach • Raleigh • Winston-Salem • Washington, D.C.


              WASHINGTON, DC   NEW YORK
              T 202.857.6000   T 212.484.3900
                              BRONZE SPONSORS

  The Women Partners

                of                                VEDDER PRICE
 Ungaretti & Harris LLP
                                                                                  The 54 Women Attorneys
are proud to sponsor the
                                                                                  and all Shareholders of
American Bar Association                                                          Vedder Price are
                                                   222 NORTH LASALLE STREET
Women in Law Leadership                            CHICAGO, ILLINOIS 60601
                                                                                  pleased to support
     Conference                                    312-609-7500

                                                   New York
                                                   805 THIRD AVENUE
                                                                                  Women in Law
                                                   NEW YORK, NEW YORK 10022
  3500 Three First National Plaza                  212-407-7700
     70 West Madison Street
        Chicago, IL 60602
                                                   New Jersey
                                                   FIVE BECKER FARM ROAD
     phone     312.977.4400
     fax       312.977.4405                        ROSELAND, NEW JERSEY 07068
                                                     VEDDER, PRICE, KAUFMAN & KAMMHOLZ, P.C.

                                    02_WILL.p65                              1                             1/27/2006, 9:21 AM


                                                  I HOPE YOU ENJOY YOUR DOSE OF

                                                   LEADERSHIP AND LAW AT THE

                                                  2006 WOMEN IN LAW LEADERSHIP


                                                                             DIANE C. YU

                                                          Immediate Past Chair
                                                       ABA Commission on Women
                                                            In the Profession

                                                                Chief of Staff and
                                                              Deputy to the President
                                                               New York University

             A Proud Sponsor of
             the 2006 Women in Law Leadership Academy


                 O LYM P I A · P H O EN I X · P O R T L A N D · S A N F R A N CI S CO · S E AT T L E · WA S H I N G TO N , D.C .

                          1201 Third Avenue, Suite 4800 Seattle, WA 98101-3099                PHONE: 206.359.8000

                                        Perkins Coie LLP and Affiliates

To top