Leadership for Lawyers

Leadership Lessons from Senator Bennet

The Denver Metro Chamber Leadership Foundation held its annual Leadership Forum for alumni of their various programs, including Leadership Denver.  United States Senator Michael Bennetspoke on the topic of leadership, calling on his experience in both the private and public sector over the past 20+ years.   Senator Bennet is lawyer, who at one time was an associate for an amlaw 100 firm.  Here is a sample from my notes:

• Know the budget better than anyone else, because the budget is the #1 management tool.  If you can understand the budget, you can control the process.
• Learn the substance of the business before you try to lead the business.  If you are leading a school district, learn the teaching business.  You can't rely on others who know the business if you don't.
• Spend time not in your office, but in other peoples' offices, on porches, in coffee shops and in the field.  Meet with people on the front line.  Build a team so you can work towards a collective goal.
• No job is too small.  Everyone can do anything to get things done. 
• Get measurements right.  Measure the right things that will lead to meeting your goals.
• It is the leader's role to put the organization on the path to continuous improvement.  Get the systems in place to improve.
• "When I interviewed for an associate job in big law firms, I was staggered - utterly staggered - by the lack of diversity in law firms.  And it hasn't changed in 20 years."
• You are not effective when you are trying to do other people's job.  Find people who are great at what they do and empower them to do it.  Focus on what you do best and delegate to your team.
• Leaders need to develop a coherent theory of action and enlist others to make it happen.
• Focus on people. 

Eight Ways Admin Staff can Participate in Business Development

While the burden of business development falls primarily on attorneys, staff members such as secretaries, administrative assistants, paralegals, technologists, librarians and directors can and should make significant contributions to the firm’s business development efforts.   Here are eight ways staff can make a difference.

 

1. Provide remarkable client service:  For many clients, an attorney’s secretary or assistant is their lifeline to the firm.  Attorneys rely on staff to help them be responsive to phone messages and email while they are busy with cases and deals.  

Staff members, especially assistants, need to take the time to get to know their clients.  Have your attorney introduce you in person.  Get to know the client’s voice when they call.  Do some research on their business and the details of the matter.  Understand what is at stake for the client professionally and personally.  Learn their communication styles and preferences.  Develop a relationship with the client’s administrative assistant and other members of their team (especially the accounts payable folks).  

 

Remarkable client service is defined differently by each client.  Remarkable client service will open the doors to new and interesting work, and retain profitable clients.  Remarkable client service will drive referrals and word of mouth advertising. 

 

Look for ways to WOW your clients in an individual and person way. 

 

2. Create a Verbal Business Card (VBC):  A verbal business card is an effective way to introduce your firm to other people.  It is often used in social and professional networking situations.  Some people call it an elevator speech.