Business Development for the Woman Lawyer by yrr14496

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									                                                                Program Agenda

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   SECOND ANNUAL WOMEN IN LAW LEADERSHIP ACADEMY
                  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
                      pabresnahan@vssp.com
                           (202) 467-8800
                     (202) 467-8900 - facsimile

                     Hilarie F. Bass, Esquire
                     Greenberg, Traurig P.A.
                      1221 Brickell Avenue
                        Miami, FL 33131
                        bassh@gtlaw.com
                          (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
                pamela.roberts@nelsonmullins.com
                           (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?



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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”
             with?

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
             partnership?
      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
             you.
      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.



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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
      goals?

      a.     client development budget
      b.     CLE budget

14.   Some observations on gender differences




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


                                                                                 Welcome

                                                  I HOPE YOU ENJOY YOUR DOSE OF

                                                   LEADERSHIP AND LAW AT THE

                                                  2006 WOMEN IN LAW LEADERSHIP

                                                                                 ACADEMY


                                                                             DIANE C. YU

                                                          Immediate Past Chair
                                                       ABA Commission on Women
                                                            In the Profession

                                                                Chief of Staff and
                                                              Deputy to the President
                                                               New York University
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