Some people love practising
the Law, and would never want to do anything else.
Others feel trapped and wish they could get out.
Still others find themselves sidelined and wonder
why. Here are eight tips to help you to climb the
ladder of success.
- 1: Choose the
right ladder
The job market for
graduates is really competitive. You're probably
tempted to take any job you can get, thinking that
you can switch to another field of practice once
you've got some experience. The trouble is, you can
quickly become “typecast” in whatever
field you happen to fall into, and switching can
be incredibly difficult. After a year or two of Personal
Injuries you decide you would prefer to work in Property. “I'm
prepared to start again at the bottom”, you
reason. The problem is, “the bottom” is
now crowded with new graduates, and they're all cheaper
than you! Plus, a firm looking for a Property lawyer
with two years' experience will want someone with
two years' solid Property experience. It's unfair,
but true. Choose wisely. Get advice. Do some work
experience to try out different types of law. Know
what you really want and put in the effort to find
that, or at least something closely related, that
will provide a stepping stone to your ideal role.
- 2. Don't do
it just for the money
They say Law is the
second-oldest profession! If you hate the work you
do, money won't compensate. You won't have time to
spend it. You only get four weeks' holiday a year.
For the rest of the year (that's 235 days not counting
weekends) you'll be in the office by 8 am and counting
your billables. A pay rise is a bit like a hit of
retail therapy – you feel great for a couple
of days, then the effect wears off. If you don't
have an intrinsic interest in what you're doing,
in a few years you'll be burned out, bitter and twisted.
Find the sort of work that gives you a buzz, and
clients you like working with. Find out how you can
be more valuable to them, so they'll seek you out
repeatedly. They might even say thank you at the
end of the job!
- 3. Allow your
individuality to surface
If you were a 22-year
old lawyer it would be ridiculous to act like your
middle-aged boss, wouldn't it? But that's what I
did. I wrote like him and spoke like him. Well, it
worked for him, didn't it? But guess what, it didn't
work for me! People can smell a phony from miles
away. You may feel too young, insecure or inexperienced,
but putting on a “professional mask” gets
in the way of developing productive professional
relationships. If you want people to do business
with you, be natural, be yourself, and let them see
what you alone have to offer.
- 4. Ask for feedback
No one likes criticism.
So why on earth would you ask for it? Because no
one likes giving criticism. It's hard for them to
broach the subject with you ! Make it easy
for them – it's the only way to find out what
they're thinking. Never assume that no news
is good news – one day you may get a nasty
shock. You must be specific in your questioning. “Am
I doing OK?” is a leading question. It's not an
open invitation for constructive criticism. But if
you ask “How can I improve my letters of advice?” and
outline some issues you have been thinking about,
you put the other person at ease. If your firm requires
you to have a regular performance review, don't approach
it as an ordeal. Think of it as part of your Commitment
to Continuous Improvement, and focus on what you
can gain from the discussion. You'll become a better,
more saleable product.
- 5. Think results,
not billable units
You've got a budget
to meet. You'll be assessed on it at your performance
review. You're terrified of falling short. If you
exceed it, you might even get a bonus. But don't
ever be tempted to “pad” your time sheet.
In the short term you'll look good. But when some
of those fees have to be written off or the client
complains about the bill, that brown stuff is going
to hit the fan. Equally, overservicing a client can
be counter-productive, although the line between
a thorough job and overservicing can be a fine one.
You might spend hours researching every issue that
could possibly appear. Or pursue a client's debtor
relentlessly, even though you are unlikely to recover
any money. A client who isn't happy with the outcome
may just defect quietly. The key is to communicate
regularly with the client, making sure they understand
what is realistically achievable and what it's likely
to cost. If you don't think it's worth pursuing,
say so. They'll be pleased that you were straight
with them, and might consult you again or recommend
you to others.
- 6. Work on your
communication skills
Technical skills are
only one part of the legal practice picture. Clients
assume that if you've got a Law degree you're a competent
lawyer. What they're looking for is a practical lawyer
they can trust. And the way to develop that trust
is through developing communication skills. But saying “You
can trust me” doesn't work, and will probably
have the opposite effect! In The Trusted Advisor (2000,
Free Press) author David Maister says that a client
who trusts you will be more inclined to accept and
act on your recommendations and to pay your bills
without question. Trust must be earned and deserved.
According to Maister, trusted advisers don't feel
they have to prove themselves to the client all the
time. Instead they focus on make the client feel
at ease, and where necessary will take personal risks
during a discussion. If you want repeat business,
improve your communication skills and be prepared
to demonstrate your trustworthiness.
- 7. Develop a
client following
At entry level, potential
employers will assess you on your personal qualities.
After a few years' experience they will look at your
skills and personal qualities. But there comes a
point in your career (7 years +) where what they're
really interested in is the client base you can contribute
to the firm, and the fees you will bring in. If you
haven't got a client following they'll wonder why.
What's more, lawyers without a client base are vulnerable
to downturns in work and tend to be the ones who
are made redundant. Conversely, those with a client
following are in demand and make big money. Work
on develop your marketing skills as early as possible
in your career, and give yourself a chance to succeed.
- 8. Invest in
your own success
There's much more to
legal practice than a good knowledge of the law. Private
practice is a business. The more fees you can generate
for your firm, the more you can earn. And if you are
the sort of lawyer that people want to consult,
you'll have more options than one who is just technically
competent. Learn more about communication, negotiation,
marketing, sales, presentation skills, anything that
will give you an edge. Most employees will only undertake
training if their employer pays. Be different, and
give yourself an advantage. Spend some money on your
own career development. Once you've acquired new skills,
knowledge and insights, they're yours and no one can
take them from you.
Shelley Dunstone
is Director of Legal Circles, specialists in legal
recruitment, ph. 8407 3532.
Copyright© Shelley
Dunstone, March 2004.
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