Management Skills

Ive talked with several lawyers recently who didnt see “it” coming: the layoff, the departure of a major client, or the exit of a key rainmaker with a number of top clients. The predictable fallout can be devastating… Panic, fear, a rush of adrenaline as it becomes clear that action is necessary right now, or else. Most of the lawyers with whom Ive spoken have been able to land on their feet, but the cost has been substantial. Each would prefer to have avoided the crisis by taking necessary action before it became urgent to do so.

The irony is that its been clear in every conversation that the lawyer speaking already knew what she needed to do — and had known for quite some time. Bottom-line truth: if you dont have your own clients, you are at risk. If you are not billing more than enough hours to cover your share of the overhead (or if enough of the hours you bill are not collectible), you are at risk. These truths are not secrets, and at certain times (very early in your career, for example) you may have no alternative to risk.

In all too many instances, however, the risk is self-imposed or self-increased. What is your current risk level? What are you doing now to decrease it? The current economy has merely put a finer point on what has always been true… You cant tread water if you want to have a practice that is successful, satisfying, and sustainable. You must be taking action every single day.

Todays action item: What should you be doing that you arent? Identify the necessary action and take it. Do you have a business development plan? If not, schedule time on your calendar, in ink, to create one. If you do, schedule time to implement, and make sure that your implementation focuses on high-yield activity. If youre working in a firm, identify colleagues whose practices complement yours and make the time to get to know them.

Julie A. Fleming, J.D., A.C.C. provides attorney development coaching for associates and partners, and she is a speaker for law firm retreats and workshops. Topics on which she coaches and speaks include professional development, business development, leadership development, career management, and work/life integration Julie holds a coaching certificate from the Georgetown Leadership Coaching program and holds the Associate Certified Coach (ACC) credential from the International Coach Federation. She is certified to administer the DISC(r) assessment, the Leadership Circle Profile 360, and the Leadership Culture Survey. Julie writes extensively on matters of interest to lawyers on the Life at the Bar Blog at http://www.LifeAtTheBar.com/blog

To learn more, to subscribe to Julies weekly email newsletter Leadership Matters for Lawyers, or to request a complimentary consultation with Julie, please visit http://www.LifeAtTheBar.com/ or call her at 800.758.6214.

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