Page 45 - Miami Vol 7 No 2

ally have any business of your own.” Make that your focus.
YOU HAVE A VOICE, USE IT.
Summon the con dence to speak up and be heard. As women, we are socially conditioned to “over prepare” for most everything Use that to your advantage by “out preparing” your male colleagues with superior work product, with sophisticated executive communication skills and by leverag- ing your inherent relationship-build- ing skills to grow a solid network of referral sources and contacts whom want to help you succeed.
Document and publicize your ac- complishments such as case wins and settlements. When you achieve a leadership role in relevant outside organizations, add it to your Linke- dIn and website pro les, request it be pushed out via the rm’s social me- dia channels. If women lawyers are to develop the coveted “top-of-mind” awareness status, they must remain con dent in their self-worth and be comfortable with the “promotional” aspect of growing their brand.
THE CEO OF YOU.
To grow your legal business, you must put on the CEO hat, develop a strategic marketing plan, leverage the rm’s resources on behalf of your growing business and set about build- ing your own business. Invite women lawyer sponsors to join you in the quest; organize and facilitate mentor- ing and mastermind groups within the law rm to support one another and amass resources for cross-selling purposes. In e ect, form a mini- rm within the rm that is designed by and for women business growth.
I am o en troubled to see too many private practicing women attorneys either proactively decide (professional suicide) or decide by default (no ac- tion taken) that, as long as rm part- ners are feeding them work, they’re good. ese intelligent women (and men as well) are fed the “don’t worry about bringing in new les” line by rm partners, or they are lulled into complacency as a result of the constant feeding at the trough of the few rm rainmakers. Either way, the long-term career prospects are dim unless these lawyers experience some jarring reality check and realize that increased earn- ing potential and long-term job securi- ty is directly aligned with building and growing a healthy book of business.
Unless you have been living under
a rock since the Great Recession, you have witnessed law rms implode, buckets of attorneys laid o , and fold- ed into other, more healthy rms. In- terestingly, in the last few years, I have witnessed unprecedented law rm spino s with the most popular being BigLaw lawyers forming their own rms. Firms are still shedding attor- ney positions though the rainmakers (those who have their own books of business) and “rising stars” remain se- cure, for now. No law rm is exempt ... not one.
It is essential to understand that, as a result of the legal services paradigm shi , there more infrequently exists the age-old lockstep tradition of mov- ing from associate to partner in a pre- determined number of years. ere is no guarantee that you will remain with the same rm without experiencing a layo at least once. Unfortunately, it is not a given that you will even secure a legal job when you graduate from law school.
e only way to secure your career and your future with a higher degree of certainty is to move from the “em- ployee” mindset to that of the “CEO of Me” mindset, and take de nitive, stra-
tegic steps to build a book.
Sadly, here’s the dirty little secret
that is o en hidden: Law schools and, so frequently, law rms do not teach or prepare you to make that happen. Sure, rms may say they have healthy mentoring programs and/or training programming. However, as a practical matter, the intentions may be honor- able, but the follow-through is o en very disappointing.
If it’s going to happen, you must be the captain of your own ship and make it happen. ere are many rainmaking books, CLEs and profes- sional trainers/coaches you can look to for support and further enlighten- ment. Becoming a rainmaker is the only way to have job security – in a law rm or on your own.
Remember, rainmakers are not born – they are taught, and you can learn the skills necessary to be success- ful in your own right.
KIMBERLY RICE IS PRESIDENT AND CHIEF STRATEGIST OF AWARD-WINNING KLA MAR- KETING ASSOCIATES (WWW.KLAMARKET- ING.COM), A BUSINESS DEVELOPMENT ADVI- SORY FIRM FOCUSING ON LEGAL SERVICES. SHE MAY BE REACHED AT (609) 458-0415 OR AT [email protected].
AALMagazine.com
45