Viewing entries tagged
Impact Ladder

Why triggering demand for your expertise makes all the difference

Too many lawyers attempt to get on prospects’ calendars to discuss some legal service or another. Without realizing it, they’re asking someone to allocate a portion of a busy day to discuss what, absent any correlation to a business challenge, is irrelevant to that day. This is why it’s hard to get appointments, and why they’re so often rescheduled or cancelled. Here’s a better way.

Relevant, Useful, Valuable, Indispensable: "Indispensable"

By the time they become senior partners, many lawyers feel that the battles they've survived have earned them real judgment. At this stage in their careers, they want someone to need, consume and respect that judgment. They want to be Indispensable. Here's what that means:

Relevant, Useful, Valuable, Indispensable: "Valuable"

Value refers to the relationship between the client's perceptions of worth, utility, or importance of the impact attributable to you, and the amount they paid you to obtain that. It applies equally to prospects and contacts. Value goes beyond dollars, to include their time and attention, calendar space allocated, etc. Here's the key to measuring value .

Relevant, Useful, Valuable, Indispensable: "Useful"

The second rung of the Impact Ladder is usefulness. It means making a difference. It increases your significance to business people, and sets you apart from mere lawyer-technicians. Usefulness doesn't have to involve giving legal advice or performing a legal service. You're also being useful when you... 

What’s around the bend and over the horizon?

We all aspire to have our practice fulfill our three critical needs:

  1. Interesting work
  2. Premium pricing
  3. Appreciated by clients

The key to getting this is to “own” a piece of the future.  So, what does the future look like for your clients?  What macro trends will have the greatest impact on them – and how?