1. The Truth and Tips About The Future and The Practice of Law
Florida Coastal School of Law
Jacksonville, Florida
April 19, 2012
William J. Flannery, J.D.
The WJF Institute
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2. The Law Firm Job Market Hiring Fewer Law School Grads Salaries Down
More Laterals Being Hired
Firms Are Shrinking
No Clear Business Models
Hiring Driven By Clients
Midsize To Small Law Firms Hiring
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3. So I Want To Practice Law
Where?
Type and Size of Firm?
Practice Orientation?
Money?
Will I Fit In?
Will I Last?
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4. Tips for Interviewing – Have A Process
Plan
Face-to-Face Interviewing
Follow-up Plan
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5. Plan Research The Market/Firm Research The Interviewer
Prepare Writing Samples
Defend Your Report Card
Dress For Success
Develop 25 Questions
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6. Interview Prepare, Prepare, Prepare For Who You Will Meet
Interviewer’s Style
Analytical
Senser
Intuitor
Feeler
Visual – Auditory - Kinesthetic
Body Language
Establish A Time Contract
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7. Interview - Continued Develop Process Questions
Have A Strategy For Getting Hired
Focus On The Interviewer’s Needs
What Motivates The Interviewer?
Don’t Sell, Build Rapport
Rapport Relationship
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8. Follow-up Letter / E-Mail / Phone Call? More Interviews? Time Urgency
Show Interest In The Firm and The Interviewer
Continue To Develop Relationships
Never Give Up
Rejection Is Delayed Success
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9. Alternative Careers Government Corporate In-House Business Executive
Sales and Marketing
Accounting Firms
Non-Profits
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10. Alternative Careers Consultant Foreign Assignment Journalism Teach
Library / Technology
Contract Lawyer
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11. Trends
Increased Use of Non-Lawyers To Do Legal Work – Accountants and Consultants
Consolidation By Large Legal Services Buyers To Fewer Law Firms
Increased Demand By Clients For Alternative Billing From Firms
Greater Reliance By Clients on Technology To Manage Outside Law Firms
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12. Trends - Continued
Greater Use of RFPs and Competitive Presentations To Select Outside Counsel
Use of Contract Lawyers
Issue Specific Research Database Products Being Sold To Replace Research By Law Firms
In-House Lawyers Keeping The Work For Themselves
Leverage Gone
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13. Trends - Continued Growth of Super Regionals and Boutiques
Introduction of Traditional Business Large Account Management Techniques
Use of Market-Driven Incentive Compensation to Achieve Business Development Objectives
Client-Focused Teams
Professional Marketing / Business Development Staff
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14. Marketing Survey of 1,100 Law Firms
Law Firm Activities
Bar Activities
Public Relations and Community Involvement
Written Articles and Speeches
Brochures and Newsletters
New Client Entertainment
Prospective Client Seminars
Individual “Entrepreneur” Isolated Activities
Social Media and Networking
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15. Marketing Survey of 1,100 Law Firms
Law Firms With Significant Marketing and Business Development Experience
Face-To-Face Meetings – 200 hours annually
Client Opinion Surveys
Client-Focused Teams
Client-Focused Strategies and Tactics
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16. Marketing Survey of 1,100 Law Firms
Law Firms With Significant Marketing and Business Development Experience - Continued
Putting Competitors’ Business Into Play Using RFPs, Meetings and Presentations
Track The Revenue and Profit By Client
Management Inspection of Business Development Results
Training Lawyers In Sales, Marketing and Account Management
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17. New Roles For Law School: Need To Teach
The Reality Of The Law Firm Culture
The Business Of Law
Students About Clients and Client Service
Students Law Firms Organization, Leadership, Billing, Politics and “Culture”
How To Get Hired and Keep Your Job
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18. New Roles For Law School: Need To Teach
How To Sell To Others in The Firm
How To Deal With Difficult People
How To Find and Cultivate Mentors
Develop Relationships
How Businesses Work
How to Read Financial Statements
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19. 12 Things You Need To Know To Be A Successful Lawyer
Think Like A Client
Take A Marketing And Sales Course
Understand The Business of Law
Take A Course On Interviewing and Being Interviewed
Become Knowledgeable On Technology
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20. 12 Things You Need To Know To Be A Successful Lawyer - Continued
Take A Course on Interpersonal Communications and Presentations
Video Yourself Making A Presentation and A Face-to-Face Interview
8. Select A Career Direction and Be Prepared To Change
9. Select An Industry and Study The Economics of The Practice
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21. 12 Things You Need To Know To Be A Successful Lawyer - Continued
10. Market Yourself By Asking What The Buyer Is Looking For
Expect and Embrace Change
Learn To Bring In Business No Matter What The Law Firm Tells You!
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22. Thank You!
Please send us your evaluations and comments: William J. Flannery, J.D. The WJF Institute Research Boulevard Building A, Suite 110 Austin, TX
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