Job Search Tip #3 for Lawyers - When You Are Not Working, Sell or Learn

Ann Arbor lawyer David Nacht recently gave advice to lawyers on how to get more business: “spend your time either working, selling or learning.” This applies to job hunters as well. When you are not working (working or applying for jobs), sell or learn.

Selling here means selling yourself. You have to network to develop relationships so that people get to know, like and trust you. Raise your visibility, get involved and get known for your great and unique qualities. If you hide at home or in your office, searching online or only asking people to tell you of openings, you are not selling yourself.

Keep learning. Use part of your time to learn a niche area, write an article, become knowledgeable about something that can help you stand out, or take time to develop more of your skills. This will help you get a job and get clients in the future.

Use your time to position and distinguish yourself. If you don't believe this is useful, ask yourself why someone would select you for an interview among all of the other candidates. What makes you stand out for the jobs you are seeking? Isn't it time to make that happen?

Next post's job search tip: Develop a Presence on the Web.

If you are ready for coaching to improve your job search, please contact me.

Job Search Tip #2 for Lawyers - Start Working For Free

She had quit her job as a lawyer six months earlier. She had intended to make a transition into a different kind of legal practice, but she still did not have a job. He was more than a year out of law school and did not have a job. Another lawyer started worrying about having a gap on her resume immediately after being laid off. Five months later she still did not have a new job.

Since they had nothing but time on their hands, it was surprising that only the first of these lawyers started working for free. The other two did no legal work whatsoever - - a missed opportunity to add legal experience, develop their skills, demonstrate initiative, expand their network, obtain more references, and create a longer track record of success.

You can be like the second two, view your situation as beyond your control and almost give up. Or you can focus on what you can control and use part of your time to work for free to gain legal experience and make valuable contacts.

If You Are Not Working, Start Working For Free.

Following are a few ways you might work for free as a lawyer. It is important to choose areas of law that actually interest you and that you believe will help you in your specific search. It is also important to note that I am not advocating working for free as a lawyer at a law firm or other for-profit entity.

-Do pro bono work for your local legal aid office or bar association.
-Provide legal advice, administrative or other help for non profit organizations.
-Get creative and work on legal initiatives for a community group, city council, school board, the State Bar, etc.
-Research and get involved with relevant legal issues, proposals and potential legislation at the local, state or federal level.
-Work with student clinics in law schools, universities or colleges.
-Write a legal column for your local newspaper.

The bottom line: if you take initiative, you can make something happen in your job search by using your law degree and free time to make things happen for other people and organizations. Choose wisely and you will use your legal skills, enhance your resume, expand your network, make valuable contacts, get more references, and help others at the same time. By doing so, you will better position and distinguish yourself in your job search.

Next post's lawyer job search tip: Sell or Learn.

If you are ready to improve your job search through coaching, please contact me.

Job Search Tip #1 for Lawyers - Stop Applying For Everything

She was mad. She had been rejected for a job as an associate that she didn't want, doing work she knew she wouldn't like and probably getting paid 40% less than her previous salary. She didn't understand why she hadn't received an offer after her interview at the firm. She was mad for several weeks.

He was mad. He had been told during an interview that he was overqualified. It was a first year associate position doing work he knew he wouldn't like, for very little pay, in a work environment he would not otherwise choose, but he needed money. He was mad for a while.

If these examples sound like you, or your job search strategy is to spend all of your time online applying to every law related job you find, and/or sending your resume to every law firm within 75 miles, stop and think for a minute. What is your ROI? What is the return on your time and efforts?

If all you are getting in return is mad, depressed or burned out, don't give up all hope. You don't have to start studying for another state's bar exam. There is a better way.

First, Stop Applying To Every Legal Job Posting You Find.

When you limit your efforts to jobs you actually want and for which you are a strong candidate, writing cover letters is easier. You will notice it immediately. You will know how your skills, experience, interests and background fit the job description and the value you will bring to the employer. Your letter and application will be more persuasive. Your fit and desire will show more convincingly in an interview.

By being selective about the jobs you apply for, you are more likely to stand out and you will save time, money and energy.

Why set yourself up for depression or frustration from rejection or silence about positions for which you had no reason to stand out or jobs you didn't want? That can't be the best possible use of your time and resources.

Next post's law job search tip: If You Are Not Working, Start Working For Free.

To improve your job search through coaching, please contact me.

How Not to Conduct a Job Search (Lawyers & Law Students)

1. Apply to every legal job posting you see.
2. Spend all of your free time searching online for job postings.
3. Mail your resume to every law firm in the area.
4. Apply for lawyer jobs you don’t want.
5. Ask for generic help.
6. Have no LinkedIn profile or just a bare bones one.
7. Internalize things you can’t control.

Does your job search look like this? Does someone you know do these things? What are the results?

I see lawyers and law students conducting job searches this way all the time despite the wealth of good advice available about how to conduct a personalized search. And instead of interest and success, these common search tactics quickly lead only to frustration, exhaustion, burnout, continued unemployment or still being stuck in the same job.

Looking for a lawyer job in this economy can be incredibly hard and time consuming. There is no simple or easy solution and no single plan fits everyone. But if your job search isn't producing any results, not even a nibble, stop doing what isn't working. Seriously, look at the list above and stop doing what isn't working. At the very least you will stop wasting your time, energy and money.

Stay tuned here for how these tactics hold you back in your job search and tactics to replace them.

If you are ready to improve your job search through coaching, please contact me.

Judge Stephen Murphy Brings Corner Bar Concept to Life

"Get to know other lawyers in the 'bar' and build relationships throughout your career." U.S. District Court Judge Stephen J. Murphy III brought the Coach's Corner Bar concept to life this week at the Detroit Metropolitan Bar Association's inaugural "Drink 'n' Learn". Accompanied by good friends from the U.S. Attorney's Office and his law clerk, Judge Murphy shared insights and stories at a Detroit watering hole, including help he has received from other lawyers throughout his career, even as a Federal judge. Click on the photo to see more pictures from the first Drink 'n' Learn.

Mark your calendar for the second and third Drink 'n' Learns on April 21 and May 19. Stay tuned for details.

Similarly, on March 22 the Detroit Metro Bar Association presents a lively after hours "Debate on Appellate Advocacy" by Michigan Court of Appeals Judge Elizabeth Gleicher and her appellate lawyer husband Mark Granzatto. Think Tracy and Hepburn, Carville and Matalin. Educational and social, regardless of whether you are an appellate lawyer.

Last, yes, as president-elect of the DMBA I am promoting our events here on Coach's Corner Bar. The DMBA --Raising the Bar Through Networking, Practice Development and Community Service. http://www.detroitlawyer.org/

For those of you not here in metro Detroit, check out your own local bar associations. Meet some people, develop relationships, get referrals, enhance your skills, seek advice, know your judges, help your community.

Visualize Success: More Examples of 2010 Successes

I share a few more of this year's real life successes to help lawyers visualize their own definition of success for 2011 and how they can get there. (As always, I've used fictional names for privacy purposes.)

Charles' solo practice grew steadily this first year after he left the firm. By providing excellent legal advice and services and expanding his contacts, he continues to get more referrals, to be hired by other firms for specialty work, and to get repeat business from happy, satisfied clients.

Tamra's niche work continues to increase as she finds ways to let people know what she focuses on and of her accumulating successes. Despite the economy, she had record setting months financially this fall after many years of practice.

By achieving a very challenging personal goal this year, Ally realized that with the right plan she can also take on significant professional challenges that she never would have tried before. And just as she formed new habits to achieve her personal goal, she is creating new habits that help her more efficiently manage her case load.

Matthew created procedures to streamline his work and have more control over it. He focused on building his own practice and set boundaries for when and what he would do to service his partners' work. He raised his visibility and increased his credibility. As a result he took a worry free vacation and brought in more new business and more revenue than ever before after many years in his firm.

Samantha overcame a paralyzing fear of public speaking this year. She now even almost looks forward to her next presentation. Her tremendous growth in this area spills over to her professional presence and confidence within her firm as well. Her value as a partner is being acknowledged more than ever.

Hannah interviewed and was hired for her dream job this year. She overcame an unexpected rough start by focusing on what was most important. Now, thanks to her intelligence, humor, common sense and work ethic, her star is rising at a record setting pace.

If you would like to make changes in 2011 and reach your own definition of success, please contact me.

Listen Up, Lawyers: 5 Rules For Really Listening (per David Winter)

Communicating includes listening. Communicating with your clients, partners, other colleagues, other lawyers, potential clients etc., includes listening to them. Since communicating is a relationship skill, when you improve your listening, you will improve your professional and personal relationships. How does that sound?

David Winter, a successful plaintiff's lawyer in metropolitan Detroit and a friend of mine, shared some of his advice on listening this week. Like the #1 rule for losing weight, Dave's 5 rules for listening are simple but not easy.

"Let’s get one thing straight, listening isn’t waiting for the other person to stop talking so we can provide a rebuttal. Listening is understanding, interpreting, and paying attention to what is said. The pathway to successful listening is outlined by five rules. Learn and practice them and your career as a lawyer will become a much more rewarding experience, professionally, personally and financially.

The rules I follow are:

• Listen to why something is important to the speaker.


• Confirm you understand the speaker’s true meaning.


• Ask for explanations, don’t assume.


• Don’t offer opinions.


• Edit out internal responses."

Learn and use these rules in 2011. Notice what happens.

If you would like coaching on your professional relationships, please contact me.

Your Year In Review and 2011 Preview

What are you most proud of from 2010?

When I asked my lawyer clients this question last week and this week, almost all of them said they are most proud of how they have taken more control of their practice, career or work day this year. And almost all of them say they did this by developing better business practices, asserting themselves more and raising their profile within and/or outside of their firm. To start making changes, they had to be brave, step outside their comfort zone and stop doing what wasn't working.

Take time this week or weekend to list 100 accomplishments (yes 100!) from 2010 - - large, small, professional, personal, events, actions, tangibles and intangibles, whatever. No one but you needs to see your list. This is a time to be proud of yourself and who you were this year.

So acknowledge yourself and your year. You will see that you accomplished more than you realize and more than you give yourself credit for. You will also more clearly see what you want to accomplish in 2011, who and how you want to be, and how you will make it happen.

Congratulations on 2010 and best wishes for 2011.

If you are ready for coaching to make 2011 your best year yet, please contact me.

New Associates in Law Firms: Year 1 Business Development Plan

"People do business with people they know, like and trust." Successful franchises survive on this maxim because they are known to consistently provide a good quality product or service. In fact, most successful businesses depend on this principle, including successful lawyers, financial advisors and pediatricians, barbers, hair colorists and babysitters.

Last week I worked with new associates in law firms about how to use this principle to form a basic business development plan for their first year as a lawyer. We talked about the following elements of a plan:

1. Your Reputation (in marketing terms a.k.a. your "brand"): decide now what you want your reputation to be inside and outside of your firm by the end of 2011 and what specific steps you will take to develop that reputation. Be as specific as possible when defining your ideal reputation for your first year and how you will achieve it.

2. Your Network: identify ways to strengthen your existing relationships, rekindle former relationships and establish new ones - - inside and outside of your firm, personal as well as professional.

3. Marketing: learn ways to appropriately let people know what you do as a lawyer. This can include in person, on your business card, through your profile and status bars on LinkedIn, Facebook or other social media, your bio on the firm website, your email signature block, information at the end of your articles, etc. For example, even as a brand new associate, you should practice a brief self-introduction, a.k.a. an elevator speech. Know what services you and/or your firm offer and the types of clients with whom you work. In other words, know how you and your firm help and who benefits.

Just as you should with respect to developing your legal knowledge and substantive skills as a lawyer, watch and learn about business development from lawyers you admire.

You will probably hear and learn that there is no secret formula or a sure thing when it comes to getting clients and developing business. But credibility and visibility are two keys to generating business. So start taking steps to become known, liked and trusted inside and outside of your firm. It's a great time to start.

If you are interested in coaching to get started now, please contact me.

Holiday Parties: Go With a Purpose and a Plan Even If . . .

Networking Survival Tip for Lawyers this Holiday Season: go with a purpose and a plan even if it is a purely social and non work related party.

If you just want to relax, have a good time and talk with your friends, that is your purpose and your plan. Permit yourself to do just that and you will. You will be guilt-free and relaxed.

Similarly, if you are going to a work-related party that you will log as business development time, know your purpose for attending and how you will achieve it. Maybe you want to catch up with five people you haven't seen in a while. Perhaps you want to meet three potential referral sources. How about a new client as a result of attending this party? By going with a purpose and a plan, you will spend your time more effectively and you will be that much closer to getting what you want.

Another word of advice - - only ask for a business card from people you actually connected with and enjoyed meeting. If you can't imagine ever having coffee with someone, sending them an email, or putting them together with someone else, save yourself time and angst afterwards. You don't have to get their card.

Business Development for Lawyers: Real Life Examples of Successful Behaviors

Lawyer Patrick provides value first every day. He does this for clients, prospective clients, referral sources and potential referral sources. He doesn't keep score and he doesn't expect anything in return. He goes out of his way to help people. This practice philosophy took time to begin paying off but now it always pays off in engagements, referrals, information or other opportunities. Sooner or later it always pays off.

Lawyer Anya engages with her target market at least twice a week. She has coffee or lunch with people in her target market and attends other events for them. She provides information and puts people together for their own benefit. She looks for and creates opportunities to help her target market. She is increasing her visibility and building her credibility in that market. It took well over a year but now she regularly gets new clients from her efforts, and she can track the clients to those efforts.

Lawyer Karla approaches every day with a business development attitude and belief that she can succeed in getting more clients. She is in court several times a week. She always sees and looks forward to the opportunity to be a great lawyer for her clients in the courtroom. She always sees and looks forward to the effect that has on her reputation in the courthouse. She always looks forward to meeting new people while she is there. She has the same philosophy in situations beyond the courthouse. Her confidence and success attitude, combined with her open, friendly way with people, create opportunities for people to approach her, seek her help or at least want to get to know her. She gets referrals from her clients and from other people who meet and see her in action in the court. She also gets referrals from other professionals and friends who know of her client relationship skills and her courtroom skills.

Of course, these lawyers have other components in their marketing and business development plans. But these three examples demonstrate how choosing and commiting to a behavior, and doing it over and over and over again, leads to success.

What new behavior would you like to establish? What will lead to your success? If you would like coaching to get you there faster, please contact me.

Public Speaking: Examples From the Field

This past week a first year associate, a senior associate, an experienced partner and my fifth grade niece demonstrated four basic skills of all good public speakers:

1. They calmed and focused themselves by taking a deep breath before they began.
2. They spoke conversationally, varying their tone and using emphasis where appropriate.
3. They smiled and made eye contact with the audience as much as possible instead of looking down at their notes.
4. They engaged the audience with their own enthusiasm for the subject.

None of the four are Toastmasters or Dale Carnegie instructors. They aren't graduates of those groups or similar ones. Some of them used to be very reluctant public speakers. At least three of them have recently spent time focused on improving their public speaking skills. They spent that time well and it shows.

People paid them compliments about their various presentations and their ability to convey information naturally and simply. People acknowledged the speakers' knowledge level as well as their ability to relate to the audience. People acknowledged their organization. People approached them afterwards to ask follow up questions and to thank them. People singled them out to acknowledge them as being good speakers.

One of the formerly very reluctant ones even surprised herself this week with her own idea for a follow up presentation to a niche group of potential clients. "Holy cow!"

Two lessons:
1. You can and will become a better public speaker by working on it.
2. You can stand out by being a good public speaker.

Bonus: you may even start to enjoy public speaking. Imagine that.

When do you want to get started?

If you would like coaching to start being a better public speaker, please contact me.