Raising the Bar Blog - Developing high achievers into world class rainmakers

Still on the fence about blogging?

Clients often ask if they should be blogging. Take a look at an article that LexBlog posted in their "Talk of The LexBlog Network" where I give my thoughts on blogging, its importance to business development and why you can never stop marketing. Blogging is one way to do that but doesn't require that you create your own blog. Well-placed comments that add to the online conversation on topics that represent you well can also be an effective strategy.

BTW, more important than taking time to blog is learning how to blog. A big THANK YOU to Lyda Hawes at LexBlog for helping me be a better blogger! 

Until next time,

Robin

(Want to make a comment? Click the title above to go to the RTB blog homepage. Scroll down and follow the prompts to leave your comment.)

(Want to make a comment? Click the title above to go to the RTB blog homepage. Scroll down and follow the prompts to leave your comment.)

Brilliant legal briefs alone are not enough to build a successful law practice. You must also make it rain. Fortunately, rainmaking is a learned skill.

Super rainmaker John C. Yates, Chair of the Technology Practice at Morris, Manning & Martin, LLP has set down 10 secrets to super rainmaking in a new eBook that captures, in simple terms, exactly what it takes to make it rain - even when the economy seems to be working against you. I am pleased to be a part of this project with John, adding coaching points at the end of each chapter to give you practical, doable action steps that put John's strategies into practice.

Talking to the Atlanta Business Chronicle recently, John described Super Rainmaking: 10 Secrets To Raising the Bar In Your Law Practice this way.

"Over the years, I've collected a number of concepts, principles, lessons and never put them all down on paper in one place. To be able to present to others was the motivation for me to get them organized and really show that there was a consistent thread in the business development model that we've been using." Topics covered range from differentiating yourself from other attorneys to the business building power of reputation. John also presents ways to balance competing demands on your time while still meeting your business development goals. Take a look at the Table of Contents for a complete topics snapshot.

Uncertain if these secrets can work for you? Then you'll want to get right to Secret #10 and learn why John says, "Be optimistic...the odds are in your favor."

John and I are proud that the profits from the sale of this eBook will support CURE Childhood Cancer. Founded in 1975, CURE Childhood Cancer is a leader in acting on behalf of children and families to conquer childhood cancer through research, education and critical support of patients and their families. We appreciate your support of this important cause. 

Priced at $29.95, you can order the book here. 

Until next time,

Robin

FYI, the Georgia Society of CPAs has published my article on how to use LinkedIn to help you achieve results despite the challenges of the current business climate. You can access the article, "In A Down Economy, LinkedIn Can Give You An Edge" on pages 26 & 27 of the September/October issue of the GSCPA publication, Current Accounts.

Enjoy!

Until next time,

Robin

According to a recent online article on LinkedIn account ownership by British solicitor Michael Simkins, this is a new area that the legal profession will be forced to handle in the very near future. (You can read the full article here.)

The Issue

The question is whether the employer or the employee is entitled to control an employee’s LinkedIn account. Simkins writes that, “Client or contact details are only capable of being ‘owned’ if the employer can demonstrate that they amount to confidential information.”

English courts, Simkins says, have ruled in the past that information in Outlook address books amount to information databases and do indeed belong to employers. Since LinkedIn is essentially a web-based database, he believes it is likely that courts may rule on that in a similar fashion.

To my knowledge, no U.S. cases have been brought before the courts relating to LinkedIn -- so far.

Many companies are currently scrambling to include LinkedIn policies in their employee handbooks. Employees who have built extensive LinkedIn connections would be wise (but may not know) to consider negotiating terms relating to their online network before accepting employment.

Why is this issue important? Two reasons.

First, what does this mean for your own biz dev efforts? Can you take your connections with you if you leave your firm?

Second, with all these issues looming, social media law could become a whole new area of legal expertise (and opportunity for business development), if you are not already on it.

What is your firm doing about this issue? Do you have a policy on LinkedIn connections? Is this a new practice area you are developing? 

Until next time,

Robin

Before we begin our discussion on this week’s focus, here’s an update on Facebook’s recent change from “Fan” to “Like”. I was a bit confused about it so I asked Doug Schumacher, social media marketing expert and founder of Basement, Inc. in Los Angeles. According to Doug, Facebook felt that to declare yourself a “Fan” requires too big commitment but to “Like” something, whether it’s a brand or an article, is a much easier decision.

You can learn more about what this change could mean for you and your practice and some of the big unanswered questions about the ramifications of hitting the “Like” button in this week’s Social Media Tip posted in my Raising the Bar: Social Media Marketing Group for Lawyers and CPAs.

Now back to this week’s focus.

Habit #5: Transform Networking Events Spent Wandering Around Marketing Into Focused Activity That Produces Tangible Results

World-class rainmakers make a habit of using every networking event to maximum advantage. They start by choosing the right events and organizations for networking—events and organizations where their target clients are likely to be. You can do this too.

• Start by asking yourself who you want to meet and why. Review your list against the membership list of any organization you want to join or the likely attendees of any event you are invited to attend. Remember, your goal is business development, not socializing so make sure you are investing your time where it will give you the best return.

• Whether it is an organization or an event you select, start with the end in mind. List five people you want to meet who you don’t know and five people you want to get to know better. Before the meeting, review web sites and press releases about those people and their companies. Use Google and LinkedIn to find even more details. You’ll then have some current subject areas as you move into conversation with them. They will appreciate your attentiveness.

Here are a few other ideas to make your participation rewarding.

• Spend time getting to know new people; save chitchatting with your good buddies for another day.
• Sit next to new people instead of friends and associates
• Look for the new people who could also benefit your trusted advisors.
• Stay away from “Velcro” people who keep you occupied with their longwinded stories or personal anecdotes – you have people to meet!

Here’s one final thought on this topic. World-class rainmakers know that merely exchanging business cards will not produce the results you seek. You must get to know others at a much deeper level before you and they are in a position to really benefit.

There is still time to register for my Raising the Bar 90-minute seminar, "LinkedIn Secrets for Lawyers & CPAs" taught by myself and Jeffrey Brathwaite aka JB, Raising the Bar's social media consultant. The program will be held on May 6 with a cocktail reception immediately following at the Peachtree Club overlooking Atlanta. Attendance is extremely limited and only a few seats remain so contact me now if you want to know more.

Do you have a networking event coming up?

• How will you decide if that event is worth any of your non-billable time?
• If you go, how will you be sure you will meet the people on your list?
• What has kept you from making the most of networking events in the past?

I used to wonder what all the excitement was about when people sent me invitations to join LinkedIn. Obviously, there was a party going on somewhere that I just did not know how to join.

I have to say now, with a solid foundation in how to use LinkedIn and a personal commitment to following through on a few simple tactics, LinkedIn is proving to be a remarkable business development tool! In fact, I am so committed to the value of social networking for business development that I have created a LinkedIn group, Raising the Bar: Social Media Marketing for Lawyers and CPAs and will be launching one-on-one LinkedIn coaching for lawyers, CPAs and other professionals in January. (Visit my profile on LinkedIn to join the group and learn more about one-on-one coaching programs.)

Why the focus on LinkedIn? Unlike other social networking sites, LinkedIn is strictly business. Founded in 2002 by Reid Hoffman, LinkedIn was designed primarily for professional networking. As of October of this year, LinkedIn had more than 50 million registered users, in 200 countries and territories worldwide. It boasts a membership of nearly 1 million lawyers! Consider that your ideal client, referral source or new business influencer is almost certainly one of the remaining 49 million. Imagine how many networking events, golf outings and cocktail parties you would have to attend to connect with even a tiny fraction of that much potential business or business leads. So why in the world wouldn’t you be using LinkedIn? Why, indeed!

Are you LinkedIn?

If so, how are you using LinkedIn to promote your business?

Is your firm on LinkedIn?

Are you a designated expert on LinkedIn?

What would you like to know about using LinkedIn?