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APRIL
2004
What's new this
month:
1. WHO STOLE MY
PARTNER
2. The
Rainmaking
Coach
3. Improving
Rainmaking Skills
4. Rainmaking
Broadcasts | |
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LATERALS provides 12,134 law firm
partners with monthly information on recruiting and rainmaking
issues. We are attorney
recruiters who have lateraled and/or merged over 1,000
attorneys since 1979. As a result, LATERALS is about the
real world of lateraling and rainmaking.
Visit the Sears &
Associates web site at www.mentoringpros.com.
Visit our Media Center to learn more about our online seminars, pre-recorded
broadcasts and publications. Learn what the New York Law Journal had to say about my book, "Making
Rain" and download its first three
chapters. | |
|
WHO STOLE MY
PARTNER by Jerry Sears
Chapter Six: Will Brad lateral to a new
firm?
For those who don't remember the close of last
month's adventure, here it is:
Paul said, "Look Brad, I
can tell you as the Managing Partner of this Firm, we're sure
about you as a person. We can never be sure about your
clients. But then we can't be real sure about how many matters
ours will give you either. Even at their most refined,
projections can be a guessing game ... so, there's no need for
us to be rigid. Isn't that right,
Dave?"
Dave didn't respond. Even
though it was only a few moments, it seemed like hours.
Everybody waited.
Paul said, "Dave did you hear
me?"
Dave said, "I heard
you, but I guess my mind wandered. Your question was about
being rigid. I guess I have some ideas implanted in me from
God knows where about the natural correctness of the employer
... "
Paul interrupted,
"Dave, were not going to have to go through this again, are
we?"
Dave turned to Brad. "I
guess, I've been outvoted and outgunned ... and just don't
know how to give it up ... Brad, I give you my personal word
that you won't have any problems with me. I've thought about
why I'm so fixated on this subject and I think I've figured it
out. My dad had a clothing store, so from childhood I lived
with the big turnover of salesmen who said they could sell -
and who couldn't. Each time they left - or were fired - it was
emotional for me.. At an intellectual level I know that
there's a hell of a lot more bad salesmen than there are
lawyers."
Brad said, "OK
Dave, I appreciate your being so open. But, if I join the Firm
are we going to be draining our energies into this dismal
swamp of endless debate about you - the big cheese practice
group leader who can't share his big cheese secrets with his
peons?"
FOLLOW THIS LINK TO THE REST OF THE
STORY>>>
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USE OUR RAINMAKING BUSINESS
PLAN
LEARN HOW TO GROW YOUR
PRACTICE
Take a look at our business plan.
Can it really be that easy to have an
impressive client base? It is. So, if it is, why don't you do
it? The answer is the same for everyone who doesn't do it.
They aren't willing to take the time. Why?... because they
have other priorities. It's a human myth, that somehow we
should have the benefits of anything we want without the work.
People who envy lawyers, but won't or didn't go to law school
are good examples.
Take a look at the plan.
Start with how you allocate your time. It's that
simple. Estimate your hours in part IA. Your answer to IA2
will show you, in a quantified way, how close you are to being
a service partner. Your answer to IA3 will show you, clearly,
your past commitment to having your own
practice.
It's like everything
else in life. It starts with a hard, cold look at who we are.
So, if you're not ready to do that, don't start the process.
It will only be frustrating. If you're ready then, after
you do it, we're going to move onto part IB of the business
plan, which is about your natural abilities. You're going to
identify them, weigh them, measure them, and then harness them
to develop your practice.
So, this isn't
about trying to change you, because that seldom works. It's
about finding out what your natural preferences are. Give it
some thought. List them... even if you're not sure. Do it
anyway and next month we'll address sorting out your natural
strengths and putting your best ones to work to build your
practice.
FOLLOW THIS LINK TO DOWNLOAD THE BUSINESS
PLAN. | |
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USE YOUR PERSONALITY "TYPE" TO INTERACT WITH PROSPECTS
SUCCESSFULLY
IT'S ABOUT
YOU, NOT THE FIRM'S MARKETING
Everyone, including attorneys,
wants to have the admiration, attention and income that a
large client base generates. This month we're starting a new
series of articles focusing on pro-actively increasing your
book of business.
Successful client gathering
requires success in face-to-face client meetings, right?
So let's start by giving you the ability to easily and quickly
learn more about yourself and how your prospects perceive you
in these meetings.
Dr. Carl Jung is one of the
significant scholars on understanding personality types. The
Myers-Briggs Type Inventory is one of the most
acknowledged assessments in this area. It
uses Dr. Jung's teachings as well as
the studies by Isabel Myers and Katherine
Briggs to demonstrate your type and how it interacts with
others . See the links below for a lot more
data.
If you knew everything there was to
know about your core personality and you could develop the art
of speed reading client prospects and their personality types,
you could handle them in a way that made them more comfortable
with you? they could then gain the trust needed to hire you to
handle their matters? 'cause that's why rainmakers get
new clients. The prospect trusts them, and hires
them.
Here's a good book and several web
site that have the Myers-Briggs info and tests.
The Art of SpeedReading
People?- How to Size Up People and Speak Their
Language by Paul Tieger and Barbara
Barron-Tieger Do you communicate ineffectively
with some people and powerfully with others? The reason may be
a difference in personalities and communication preferences.
The Art of Speedreading People is a crash course in
communication strategies, showing you how to observe
behavioral clues to gain valuable insights into people's
personalities and communication styles. The result: you become
a more effective and convincing communicator, and you are more
likely to receive the response you want. Learn
more about the Art of SpeedReading
People.
A
QUICK, NO-COST MYERS-BRIGGS TEST,
ONLINE
A
$99 MYERS-BRIGGS TEST, ONLINE
MORE
ABOUT MYERS-BRIGGS
Check in next month for more info
and resources.
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ONLINE AUDIO
BROADCASTS
Each of the following Broadcasts is only
3 to 6 minute. They're easy to listen to with your computer's
MediaPlayer or Real Audio Player or, in some cases, with
Powerpoint. You can download and listen to them directly from
the Newsletter, or by visiting our Media Center at http://cl.extm.us/?fe9112737264057471-fe5413787366027a7610.
Read
our four year study entitled, "Rainmaking in the Legal
Profession. Are Rainmakers Born or
Made?"
Each of the following
links to listen to topics of interest to all law firms
and partners - originating new business.
OVERCOMING YOUR OBSTACLES TO MAKING
RAIN
1. YOUR
FIVE PERSONAL OBSTACLES TO MAKING RAIN
2. OVERCOMING
YOUR INABILITY TO HELP YOURSELF
3. OVERCOMING
YOUR OWN FEARS
4. OVERCOMING
YOUR CLIENT'S FEARS
DEVELOPING YOUR
RAINMAKING
SKILLS
5. SUMMARY
OF RAINMAKING SKILLS
6. THE
CORE SECRET TO MAKING RAIN
PROJECTING YOUR BOOK OF
BUSINESS
7. THE
LAWYER'S BUSINESS
PLAN
8. FANTASY
VS. ACTION IN MAKING PROJECTIONS.
9. PROJECTIONS
THAT MAKE RAIN
10. MAKING
PROJECTIONS COME
TRUE
If you missed any of
the previous issues of LATERALS, you can get them right
here:
APRIL
2003, MAY
2003, JUNE
2003, JULY
2003, AUGUST
2003, SEPTEMBER
2003, OCTOBER
2003, NOVEMBER
2003, FEBRUARY
2004.
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© 2003.
2004. Sears & Associates. All rights
reserved.
Laterals is published monthly by
Sears & Associates, a national attorney search firm since
1979.
About Laterals and your
subscription:
Sears & Associates has selected the
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Executive Editor: Jerry Sears jerry@mentoringpros.com
Publisher: Ellen Caravello ellen@mentoringpros.com
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LLC deb@mentoringpros.com
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Evangelist: Mark Margaretten, Second Story Solutions, LLC mark@mentoringpros.com
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Chris Pelosi, e-techStrategies LLP webmaster@mentoringpros.com
Sears & Associates
RECRUITING AND DEVELOPING RAINMAKERS SINCE
1979
Delray Beach, FL USA
(561) 638-4750
phone
(561) 637-6585 fax
Web Site: http://www.mentoringpros.com
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