Marketing Corner: Think Like a Client to Grow Practice

By Kimberly Alford Rice
You won't always be the low man on the totem pole. One day, you will have clients of your own, IF you really want to.

With so much emphasis placed on research, document review, and shadowing occurring in the first years of a lawyer's career, it is imperative for the lawyer to take the initiative to increase her exposure and interaction with clients. Often, young lawyers hear their supervisors say they should focus primarily on doing "good work." In other words, the last thing they would want you to do is to spend time building relationships with clients and potential clients. That thinking works until the economy tanks and those firms lay off associates and income partners who "just do good work."

Clearly, there is a disconnect between what is taught in law school and what is expected in law practice. With little or no emphasis on building relationships with clients (new and prospective), it is no wonder that lawyers are unsure how to actually attract new clients. The "best" way - begin to think like a client. Here are a few tips: • Put yourself in clients' shoes - they have budgets to meet, business problems to solve, create a plan of how you can make their lives easier in your current situation. Take the initiative and propose to a responsible partner an "off-the-clock" meeting with a client to better understand their struggles.

• Bone up on your interpersonal and relationship building skills. Survey top partners in your firm to learn how clients select their lawyers and what is most important to them.

• Observe and learn how more senior attorneys in your firm interact with clients. Take note of the thought-provoking, open-ended questions they ask to signal to clients that they are genuinely interested in the client's issues and business.

• Take special care to learn to actively listen to others. This skill is so key to fostering solid relationships and developing better relationship-building skills. It is essential in developing trust and rapport.

• Lobby for your firm to train associates in client development skills to kick-start an institutional approach to building a book of business. Studies show that when associates have the opportunity to learn client development skills, they are more energized about their billable work. They also appreciate that their firm has invested in them. Many associates I have coached have become partners in their firms and they are passing down what they have learned to the young associates in their offices.

• The worst action you can take is no action. Get out from behind your desk, get out among business professionals, and take charge of your career.

Kimberly Alford Rice (kimberly@klamarketing.net) is principal of KLA Marketing Associates.

Volunteers Needed for YLD Law Week Programs April 29 - May 3

The Young Lawyers Division will celebrate the 50th anniversary of the Supreme Court's ruling in Gideon v. Wainwright during Law Week from April 29 to May 3. The YLD needs volunteers to participate in its community outreach programs.

Legal Advice Live! Monday, April 29: Legal Advice Live! kicks off the week with dozens of Philadelphia attorneys gathering to providving free, in-person legal advice from 12 to 2 p.m. at four branches of the Free Library of Philadelphia: Central (1901 Vine St.); Ramonita de Rodriguez (600 W. Girard Ave.; Spanish-speaking attorneys needed); Haverford (5543 Haverford Ave.); and Donatucci (1935 Shunk St.). Attorneys will provide answers to legal questions on a broad range of topics, including personal injury, medical malpractice, landlord/tenant law, divorce and child custody matters, wills and estate planning, real estate law and employment law. To volunteer please contact Ashley Kenney at akenney@griesinglaw.com or Vincent Barbera at Barberav@whiteandwilliams.com.

Poster, Essay Contests and Naturalization Ceremony – Wednesday, May 1: As part of Law Week, the YLD will sponsors a poster and an essay contest around the theme of Law Day. Winners of the poster contest receive gift certificates. The winner of the Edward F. Chacker Essay Contest – named after the former Chancellor of the Bar Association – will read aloud his or her essay at a naturalization ceremony at the U.S. Courthouse in Philadelphia, welcoming dozens of new U.S. citizens. The winner of the essay contest also receives a $1,000 college scholarship paid for by the law firm of Gay Chacker & Mittin, P.C. For more information, contact Jennifer Russell at jenniferannrussell@gmail.com or Andrew Kornblau at akornblau@lcbf.com.

Lawyer in the Classroom: Tuesday, April 30 - Thursday, May 2: The YLD sends its best and brightest minds into our local classrooms to answer questions about the legal profession and to address students' concerns about the law and the legal issues that affect them as they enter adulthood. Contact Jennifer Lin at jennifer.lin@phila.gov or Philip Amoa at pamoa@mccarter.com to volunteer.

LegalLine – Wednesday, May 1: Free and confidential legal advice will be given to those who call the LegalLine hotline from 5 to 8 p.m. Attorneys will staff a phone bank at the headquarters of the Philadelphia Bar Association, 1101 Market St., 11th Floor. Contact Charece Z. Collins at ccollins@wglaw.com or Feyi Obafemi at oobafemi@cozen.com to learn more. The May 1 LegalLine is sponsored by Hogan Lovells.

"Goldilocks," "The Big Bad Wolf," and "Jack and the Beanstalk" Mock Trials – Friday, May 3: Volunteer judges from the Philadelphia Court of Common Pleas and attorneys dressed as fairy tale characters will use the facts from "Goldilocks," "Three Little Pigs" and "Jack and the Beanstalk" to present mock trials to nearly 300 Philadelphia grade school students at various courtrooms in City Hall. Spanish-speaking attorneys are needed for this program as well. Volunteer by contacting Erin Lamb at erin.lamb@courts.phila.gov or Ryan Gatto at gatto@smsm.com.

Lawyer for a Day – Friday, May 3: The culminating event of the Bar Association's Law Week 2013 celebration, volunteer attorneys from the Philadelphia Bar Association will accompany approximately 100 Philadelphia students from 14 different high schools into the Criminal Justice Center and City Hall to witness live court proceedings. Learn more from Shabrei Parker at shabrei.parker@gmail.com or Joe Fantini at jfantini@anapolschwartz.com.

Conversation with Center City District CEO Levy April 12

Paul R. Levy, president and CEO of the Center City District, will be the guest speaker at the YLD 20/20 program on Friday, April 12.

The 2010 census revealed that for the first time in 60 years, Philadelphia added population. What will it take for the city to enjoy a similar turn-around in job growth? Philadelphia is very strong in health and education, but how do we recapture a larger share of regional office space, retain start-ups, small and minority business enterprises in the city as they expand and take on employees? Better public services or a more competitive tax environment - do we need to choose?

Registration and lunch begin at 12 p.m. and the program begins promptly at 12:30 p.m. in the 11th floor Conference Center at the Philadelphia Bar Association, 1101 Market St. Lunch is available for $8 for members of the Philadelphia Bar Association and $12 for non-members. Cancellations require 24 hour notice to receive a refund. Click here to register.

Chancellor's Leadership Institute April 22:
20th Century Associates, 21st Century Legal Environment

The Monday, April 22 Chancellor's Leadership Institute program "20th Century Associates in a 21st Century Legal Environment" will feature law school deans and young lawyers with a discussion on expectations and trends for young lawyers.

Panelists include Temple University Beasley School of Law Dean JoAnne A. Epps, Villanova University School of Law Dean John Y. Gotanda, YLD Chair Aneesh A. Mehta and young lawyers Earthen E. Johnson and Andrew P. Reeve.

Topics include The Future of Legal Education: Law School Duration and Clinical Work Required; First-Year Associate Programs: Expectations and Successes; Recent Trends for New Lawyers: the Job Market, Availability of Internships with the Courts and Public Interest Community; and How Associates Can Use the Bar Association to Develop Leadership Skills.

The program begins at 12 p.m. in the 11th floor Conference Center at the Philadelphia Bar Association, 1101 Market St. Lunch is available for $8 for members of the Philadelphia Bar Association and $12 for non-members. Click here to register.

YLD to Present Diversity Scholarships; Deadline is April 15

Each year the Young Lawyers Division awards five scholarships to law students from diverse backgrounds. The YLD Diversity seeks to identify leadership qualities in addition to academic achievement. In considering candidates, the committee looks to involvement in the community, leadership skills, and a demonstrable commitment to practicing law in Philadelphia following graduation. The goal of this scholarship is to identify and promote students who will be future leaders within the bar and their respective affinity bar organizations.

Students who are interested in applying for this award must submit their materials and personal statement to the affinity bar groups to seek their recommendation. Affinity bar groups include, inter alia, the Philadelphia Barristers' Association, APABA-PA, GALLOP, Hispanic Bar Association, South Asian Bar Association of Philadelphia and the National Bar Association. These groups then forward their nominations to the YLD. Each organization is encouraged to identify and nominate up to five law students for the scholarship. The winners will be honored during our Diversity Scholarship Reception, slated for late June 2013. If selected for one of the scholarships, students must be available to attend the Diversity Reception. If you have any questions or need any additional information, contact the YLD at diversityscholarship@gmail.com.

The following criteria will be considered by the Scholarship Selection Committee: academic achievement; demonstrated commitment to community service and bar association involvement; financial need; minority status; and connection to and/or anticipation of practicing law in the Philadelphia area.

Please email the submissions in PDF format to diversityscholarship@gmail.com on or before Monday, April 15. Nominations submitted after the deadline will not be considered.

Ginsburg Essay Contest Entries Due May 8

Entries are now being accepted for the Philadelphia Bar Association's 2013 Justice Ruth Bader Ginsburg Pursuit of Justice Legal Writing Competition.

Candidates may submit a law review quality submission on any topic relating to rights, privileges and responsibilities under federal law. The Bar Association recognizes the importance of excellence in legal analysis and writing skills, and seeks to award a student enrolled in an American Bar Association-approved or provisionally approved Philadelphia-area law school for authoring a top-quality competition submission. Entries must be received by Wednesday, May 8 at 4 p.m.

This competition is open to full- and part-time law students who are in their second or third year of study during the 2012-13 academic year at one of the following six institutions: Drexel University Earle Mack School of Law, University of Pennsylvania Law School, Rutgers University School of Law - Camden, Temple University Beasley School of Law, Villanova University School of Law and Widener University School of Law (Delaware Campus). Part-time law students in their third or later year of study are also eligible. Students must be in good standing at their institutions.

The submission may not have been published previously, although it may have been prepared in connection with a law school course or for a law journal. The submission also may not have been submitted for any other competition during the time when it is under consideration for this competition, until after the time when awards are announced. The submission must be the work of one author alone (joint submissions will not be considered), and the author must certify that the submission has been prepared without substantial editing from others.
The chair of the competition is Bar Association Chancellor Kathleen D. Wilkinson, a partner at Wilson Elser Moskowitz Edelman & Dicker.

The author of the winning submission will receive a cash award of $2,500, and have the essay published in The Philadelphia Lawyer magazine, on the Bar Association's website and/or in an appropriate Bar Association publication. The winner will be invited to a future Bar Association event, at which time the award will be presented.

Submit entries to Dawn Petit, c/o Philadelphia Bar Association, 1101 Market St., 11th floor, Philadelphia, PA 19107. For more information, call 215-238-6367 or email dpetit@philabar.org.

YLD Comedy Night with Adam Ferrara May 9 at Helium;
Early Bird Ticket Deadline is April 25

The Young Lawyers Division will present an "Evening of Comedy That Cares" on Thursday, May 9 at Helium Comedy Club with comedian Adam Ferrara, star of hit TV shows including "Top Gear" and "Rescue Me." The private event will benefit the Philadelphia Bar Foundation and is open exclusively to Bar members and their colleagues and friends. The early-bird deadline to purchase tickets is April 25

Ferrara is an acclaimed comedian, who starred on the Emmy-nominated hit FX show "Rescue Me" and appeared opposite Kevin James in the theatrical feature "Paul Blart: Mall Cop." A regular comedian on various hit talk shows including "The Tonight Show with Jay Leno," "Late Show with David Letterman" and "The View and Rachael Ray," Ferrara has been dubbed "hilarious" by "Entertainment Weekly" and is a two-time nominee for best male stand-up by the American Comedy Awards.

The event includes open bar and a buffet dinner. Doors open at 6 p.m. and the show begins at 8 p.m. Helium Comedy Club is located at 2031 Sansom St. The early-bird deadline to purchase tickets is April 25. The last day to purchase tickets is May 7. No refunds for cancellations will be issued after May 7. Click here to purchase tickets.

Sponsors include Leadership Gift - Blank Rome LLP; Pepper Hamilton LLP; and Volpe and Koenig, P.C.. Partnership Gift - Cozen O'Connor; Fox Rothschild LLP; and Krasno, Krasno & Onwudinjo. Friendship Gift - Chimicles & Tikellis LLP; Dilworth Paxson LLP; German, Gallagher & Murtagh, P.C.; Martin LLC; Saltz, Mongeluzzi, Barrett & Bendesky, P.C.; Scarab Consulting; and White and Williams LLP. Fellowship Gift - Gay Chacker & Mittin, P.C.; Law Offices of Bernard M. Gross; Philadelphia Trial Lawyers Association; and Wilson Elser Moskowitz Edelman & Dicker LLP. For sponsorship information, contact Tracey McCloskey at 215-238-6360 or tmccloskey@philabar.org.

34th Annual Bar Association 5K Run/Walk May 19

More than 1,000 runners and walkers are expected to take part in the 34th Annual Philadelphia Bar Association 5K Run/Walk on Sunday, May 19 along Martin Luther King Jr. Drive.

This is one of the oldest and most respected events of its kind in Philadelphia. The Run/Walk format provides the opportunity for athletes of all levels to participate in this charity event to benefit the Support Center for Child Advocates.

Many different competition divisions are available, including open run, individual run, Bar Association, legal team, corporate team, male and female and age groups. Law firms and companies may enter 5K Run teams. For an application contact Michael Berkowitz at mjberkowitz@crbcp.com or 215-567-2010 (ext 132). Deadline for team registration is May 11.

Awards will be presented to the top finishers in each age group and the overall male and female winners. A $300 prize will be awarded to any Philadelphia Bar Association runner who can defeat 13-time defending champion Neill W. Clark. The prize is sponsored by Neill's friends at Philadelphia Runner. All participants who complete the Run or Walk will receive a short-sleeve T-shirt. Children between the ages of 5 and 10 are encouraged to join in the Buchanan Ingersoll & Rooney Kids’ Dash, a 200-yard non competitive dash.

Online registration is available at active.com. For more information, visit phillybarcharityrun.com.