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The New Legal Workplace
The speed and shape of the American economic recovery is a matter of great debate. What is not up for speculation is the dramatic effect the downturn had on all businesses, including the legal industry. Workers and managers alike are struggling to figure out what will be expected from them in the coming business quarters, and how to deliver on these expectations. Here are three highlights for legal professionals, which just may make the difference between being in the black or in the red.
Everyone Is in Sales
When times are good, organizations tend to forget this axiom because the gravy flows freely. But this paradigm is the backbone of any profitable endeavor no matter the economic or political temperature. I have worked with many attorneys who dread the responsibility of making rain for their firms. They went to school and got their JDs in order to practice law, not to be a poster child for Dale Carnegie. It's bad enough that they have to spend excruciating time each day filling in their billable hours (for those that actually do it each day). But the fact is, everyone had a choice in their career regarding compensation. If you want to be compensated at the higher end, you can hang out a shingle or go with a large firm ' when they start hiring again. If you don't care about compensation, you can work for the Federal Government or get an in-house counsel position ' when they start hiring again. If you want to be compensated on the higher end, developing business is going to be a mandatory requirement. The good news is that it's not all that hard. The trick is to get everyone in the organization to realize that they are ALL in sales, from the receptionist to the paralegals to the facility manager. Every person is a reflection of your organization and they must always be looking for business opportunities.
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