THE LAWYERS WEEKLY
July 1, 2011 | 27
BUSINESS
CAREERS
Time
Continued From Page 25
product, whatever it may be, will be better.
Tips to avoid distractions
Don’t fall off your chair when you read
this next tip—just try it. Turn off your
email alert until you are finished the task
at hand. If you are working on a crucial
file or deadline that requires regular contact with the client, then set times
throughout the day that you will block off
to check and respond to email. You will
know for yourself depending on the clients and files that you are working on,
how often you should be checking your
email. Take control of your technology so
it doesn’t control you. If the phone rings
and it’s not the crucial client, don’t answer
it. Again, schedule blocks of time in your
calendar to check your voicemail.
plan ahead
For every deadline, event, meeting,
lunch, or networking opportun-
ity — spend a little time in advance mak-
ing a clear and concise list of objectives
you wish to achieve. This will allow you
to be well prepared and strategic in your
approach. And by planning ahead, you
can avoid having your “job” or “tasks,” get
in the way of your career.
lead management
Don’t rely on memory or a card file to
manage your leads or clients. Create an
excel file where you have categories for:
current clients, past clients, other lawyers, prospects and personal contacts.
Across the top of the document create
headings to include: name, company,
relationship, notes, and next steps. Keep
this document on your desktop and keep
it updated so you will always have a good
idea where you are with your contacts
and what you need to do with them next.
managing growth
When you are engaged in business
development and you have learned to
become organized with your practice,
you can expect growth. Here are some
things to keep in mind. Start delegating
work to junior lawyers when it’s appro-
“Turn off your email alert until
you are finished the task at
hand. if you are working on a
crucial file or deadline that
requires regular contact with
the client, then set times
throughout the day that you
will block off to check and
respond to email.
priate. Start pruning some of the lower
paying work, either by sending it to a
junior at your firm or by using your
referral network and sending it to a law-
yer at another firm. This is important
when you begin bringing in the higher
level work that you are targeting. You
still want to be able to have time for
business development, so don’t hang
onto work that doesn’t serve your longer
term purpose.
Gary Mitchell is a client development
coach working exclusively with lawyers
to help them take their practice to the
next level, become partner faster and
build their own book of business.
We want to hear from you!
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