My managing partner was recently educating me on the “good ol’ days” in the practice of law, back when attorneys stayed with their firms for the length of their career and the industry was considered practically recession-proof. What really caught my attention, however, was when he mentioned that an associate attorney could actually make partner, without a book of business. Now, I know that firms have always stressed the importance of associates developing their knowledge of the law and perfecting their technical skills, but these days, good lawyering won’t always save you from the chopping block. In order to make yourself indispensable, even young attorneys must start building a healthy book of business.
The only way to do this is through business development, which requires marketing. I’ve met newly minted lawyers who flawlessly deliver their professional pitches, but generally, networking and branding are terms that strike fear into the hearts of young lawyers. So how can Barristers begin to develop these undisclosed prerequisites of a successful legal practice — in a painless manner?
I suggest focusing on building your professional reputation before you build your “brand.” Anyone can brand themselves in a particular manner by perfecting their sales pitch and having a substantial web presence, but reputation is based on what other practitioners, referral sources, and clients say about you. Thus, the only way to build a good reputation is by consistently and successfully demonstrating your professional integrity and skill. While building a reputation is more difficult and takes more time, it ultimately serves you better, because it is built on substance.
Involvement in the Barristers Board of Governors, and its Committees and activities provides young attorneys with a plethora of opportunities to build their professional reputation:
• Plan and moderate a CLE panel – the panelists will be impressed with your contributions.
• Help plan a Bar fundraiser – influential members of the legal community will take note of your philanthropic nature and organizational skills.
• Write articles for Bar publications – readers will remember your name as a contributing member of our profession.
• Volunteer for pro bono work – you will work closely with experienced practitioners who may refer you cases.
• Participate in changing legislation with the Resolutions Committee – enough said.
There are so many subtle ways to develop your professional reputation through Bar involvement, and these activities tend to come more naturally than those that are solely networking- based. Before you know it, you will have branded yourself organically, without needing a degree in marketing.
Remember that all of this takes time. Work hard to craft your reputation now, and you will build the foundation you need to develop your own client base, while having made yourself an indispensable member of your firm.
Autumn Ronda is a Tax and Estate Planning attorney at Valensi Rose, PLC in Century City. You may contact her at email@example.com or 310 277 8011.