Practice Management

I use to say that new lawyers do not succeed because they are lazy. Of course I have learned over the years that is not true, and that that comment is quite rude. They are simply apprehensive, self-conscious, reticent, shy really, possibly introverted, reluctant, modest, disconcerted, doubtful, tentative, unwilling, indecisive, hesitant, inexperienced, unenlightened, or any other of things that prevents them from getting themselves out and getting known.  

Either this or they try to hard or expect too much in a minimal number of contacts. Call it ambition if you will. It comes from a craving or a hunger to build a practice. A restlessness to get the job done. The point is that it leads those that are bold to become discouraged, depressed, dismayed or demoralized easily and quickly.

It all goes with getting paying clients or cases. This is the lifeblood really of any practice. Lawyers more than anything want to help. They need, more than anything, money or earnings. The problem is, for the reasons stated above, they do not work effectively at this.

It is all about getting and making yourself visible.

It means to get out there and stay out there with no immediate expectation of getting a client, a referral, work or a case out of it. Making yourself both known and viewed as a reliable contact. Reliable because you are visible and always out where you need to be meeting and greeting people. Reminding people that you can help.

It goes without saying that familiarity breeds respect.

I am not talking about hard selling, as the more ambitious among us might decide to approach this task. That just turns people off. You want people to believe you are approachable. You do not want to be Billy Maze. Subtle may be the password but just being there, being everywhere you need to be, and making yourself visible is the key.