We have coached close to 1000 lawyers during our time in business. We have selected a few lawyers who represent common themes we have encountered.
Junior Partner, AMLAW firm, IP litigator
Situation/Need
This partner was facing several challenges at this time in his career, he was not making his billable hour requirements, his originations were down to $300,000 (which is low for this firm), and he was feeling generally adrift.
Approach
He enrolled in the firm’s business development coaching program. Within the litigation space, we started by determining the intersection of this greatest interest, competence, and market need. He ended up focusing on trade secret litigation. We developed a plan and approach that resulted in a dramatic improvement in his situation. Throughout our time working together, he learned the necessary skills to be an excellent business developer and team leader.
Results
- Within one year, his originations went from $300,000 to $1,000,000.
- After four years, his originations were $5,000,000 a year.
- His billable hours quickly hit 200 hours a month. Since this was an unsustainable number, we helped him build his “dream team” of associates to reduce his hours to a manageable number.
- Overall, he reported experiencing greater personal and professional satisfaction.
- We have continued our coaching relationship and helped him as he became an Executive Committee Member, Compensation Committee Member, and head of the entire Litigation Practice Group.
Senior Partner, AMLAW Firm, Securities Litigator
Situation/Need
This partner had been practicing law for 27 years and was at crossroads in her personal and professional life. She was not making her hours and her originations were off considerably from past years. Further, the economy had not picked up and the type of law she practices was not in high demand in her geographic area.
Approach
She enrolled in the coaching program. After helping her remove a few personal obstacles, we turned our efforts to building her practice. We refined her focus, crafted a personal brand that differentiated her and developed a marketing approach that made the most of her considerable skills and experience in securities litigation. One of the tactics that paid off right away was connecting with colleagues at high-end New York securities firms. She positioned herself with these lawyers as a resource they could use in “all the locations you don’t want to be.”
Results
- Her originations are back to her pre-crash level: $2,000,000 annually.
- She easily exceeds her billable hour requirements.
- Her practice has a new energy and vibrancy. It is fun again.
- And personally, she could not be in a better place.
Mid-level Partner, Regional Firm, Trademark Attorney
Situation/Need
This partner came from one of the largest firms in the world to work for a regional firm. He thought in order to succeed he needed to spread himself over several industries and types of legal work. His hours and originations were down. And, without a clear focus, he felt like he was sailing without a rudder.
Approach
He enrolled in the coaching program. We quickly focused him on one up-and-coming industry. We branded him as the go-to person in this field. Social media played a big role in building his personal brand. He started a Twitter account, developed a blog, and refined the practice area section of the firm website. He developed a couple white papers and presentations that he began giving to in-house clients and at industry events.
Results
- The results were impressive. Within six months, he secured 6 new clients in this industry. One came directly from Twitter.
- He is now one of the leading lawyers in the space.
- He is quite happy with his new practice focus and looking forward to continuing to grow his originations.
Senior Associate, Regional Firm, Environmental Lawyer
Situation/Need
This senior associate needed a practice area with higher growth potential, had to grow her originations, and wanted to make partner. While she was an excellent lawyer, in this increasing competitive environment, her path to partnership was threatened by low originations.
Approach
She lived in an area that grew and processed a lot of fruit. These fruit processing plants were often the subject of regulatory inquires, subsequent fines, and occasional closures. We spotted an opportunity. She teamed up with another senior associate who had done some corporate work for these fruit processors. We helped them develop a three-pronged approach. First, they started a “Fruit Processors Forum.” The Forum brought together the local fruit processors for a monthly meeting where they could hear from top-notch experts and network with fellow processors. Next, they developed a truly informative and useful newsletter. And lastly, they became a regular presence at the Food Processors association.
Results
- The Food Processors Forum was a hit. The monthly meeting became the “go-to” event for the local owners to get educated and connect with other processors.
- She built a viable and successful niche. She and her colleague are now known as “The food lawyers.”
- Her originations grew 120% in one year.
- She made partner.
