Law Firm Leadership: Accessing the Inner Entrepreneur

Some have little problem making the transition. Lawyers who have run their own firms or their own businesses, or who have come from a sales background, often “get it.” Others who have the natural DNA and flexibility can also make the transformation. These people are aware, hungry, and on the prowl for the next great opportunity. They have the courage and persistence to take chances, fail, get back up, and continue on.

Many other lawyers, however, have not found their inner entrepreneur. They view business development as a strange new world, in many ways the antithesis of what they're used to (and comfortable with) doing. Some come from the old school that says doing good work will bring new clients to the door. Others, from the perpetual student school, have few life experiences with leadership or selling. This was demonstrated to me a few months ago while I was conducting a training session for associates. I asked the question, “Who here has ever run their own business, be it a lemonade stand or a full-on enterprise?” In a room of over 20 people, not a hand was raised. The problem, as stated by Michael Droke, head of the Seattle office of Dorsey & Whitney, is that law firms are incubators of great lawyers and not incubators of entrepreneurs. He points out that our law profession is not designed to build new business models or encourage risk-taking.