Successful Interviewing CLE Program for Women Sept. 18

The Women in the Profession Committee and Flex-Time Lawyers LLC will host "Successful Interviewing And Beyond: Learning to Effectively Navigate Your Way as a Woman Lawyer to Ensure Success" on Tuesday, Sept. 18 at 4 p.m. at The CLE Conference Center on the 10th floor of the Wanamaker Building.

This program will offer in-depth discussions of how women law students and practitioners can develop the necessary skills to succeed and how employers can achieve more diversity in the legal profession. The first panel will discuss how women law students can select a woman-friendly employer and how practitioners and employers can create and ensure more gender diversity. The second panel will share interview tips and information about what employers want. It will also uncover how women practitioners successfully conduct themselves professionally and navigate their way in the profession. A cocktail reception will follow.

The first panel, "The Cheat Sheet: Strategies to Select, Create & Ensure a Woman-Friendly Employer," which is available for one ethics credit of CLE, includes panelists Deborah Epstein Henry (moderator), founder and president, of Flex-Time Lawyers LLC, and of counsel, Schnader, Harrison, Segal & Lewis; Heather Herrington, an associate with Wilson, Elser, Moskowitz, Edelman & Dicker, LLP; Linda Dale Hoffa, assistant U.S. attorney, assistant chief, Criminal Division, Eastern District of Pennsylvania; Roberta D. Liebenberg, co-chair of the Women in the Profession Committee and a partner with Fine, Kaplan and Black, R.P.C.; Elaine Petrossian, assistant dean for career strategy and advancement, Villanova University School of Law.

The second panel, "Interviewing Tips to Learn What Employers Want and Proven Methods on How to Conduct Yourself Professionally," includes Kathleen D. Wilkinson, a partner with Wilson, Elser, Moskowitz, Edelman & Dicker LLP; Sarah E. Davies, hiring partner with Cozen O'Connor; Katherine Hatton, vice president, general counsel and secretary, Robert Wood Johnson Foundation; Sunah Park, a partner with Thorp Reed & Armstrong, LLP; Molly Peckman, special counsel and director of professional development at Pepper Hamilton LLP; and Peggy Simoncini Pasquay, manager of attorney recruitment and relations, Duane Morris LLP.

Participants wishing to receive the CLE credit will be required to pay a fee of $25 for members of the Philadelphia Bar Association admitted for more than five years, and $20 for members of the Philadelphia Bar Association admitted for less than five years. If you wish to register in advance please visit pbi.org or call PBI Customer Service at 1-800-932-4637.

If you would like to attend the program and cocktail reception, but are not interested in receiving CLE credit, please contact Dawn Burger.

Sponsors include the Pennsylvania Bar Association, Abelson Legal Search, Coleman/Nourian, Oxford Legal Associates, Sacks Legal Search, Temple University School of Law, Villanova University School of Law and Right Management.

First Impressions by Lisa Goldstein

Sometimes one creates a dynamic impression by saying something, and sometimes one creates as significant impression by remaining silent. -Dalai Lama

Body language plays a critical role in the Rainmaking Process. Especially upon initial impression, it's not what you say; it's how you say it. Last week, I was waiting outside a restaurant for a breakfast table with my immediate family and my "in-laws" when my mother-in-law spotted some of her friends. She introduced me to her friends stating, "Mr. X and Mrs. X, this is my daughter-in-law Lisa." I turned to shake Mr. X's hand. He grabbed my hand and shook appropriately. However, as he was saying, "It's nice to meet you", he turned his head away from my face so that he was facing the opposite direction, entirely avoiding eye contact. As I reached out my hand to Mrs. X, she avoided it altogether and gave me a smile and a nod.

When the encounter was over, I was left with the impression that the couple had no interest in meeting me. Although nothing inappropriate was actually verbalized, the blatant avoidance of eye contact demonstrated a lack of interest in me, as did the failure to shake my hand. Although the couple's behavior may not have been intentional, the subconscious disinterested message overrode any verbal message.

Usually when I train lawyers about nonverbal communication they are reluctant to discuss the topic. Ironically, at the beginning of the discussion they often cross their arms and legs. (The closed off body language demonstrates "closed off" disapproving behavior.) However, nonverbal communication plays a critical role in the rainmaking process, and is part of Rainmaker Training. Studies show that only seven percent of communication involves actual words, fifty-five percent of communication is visual (body language, eye contact), and thirty-eight percent is vocal (pitch, speed, volume, tone of voice). By studying nonverbal communication, you can gauge your actions and words to your clients' nonverbal responses.

As lawyers, we use facts and figures to litigate our cases or to close our deals. Although trial lawyers are acutely aware of how body language influences the jury, most lawyers are not interested in "soft skills." It's the substance that determines the terms of the deal or the outcome of the litigation. When interacting with clients and potential clients, however, it's essential to master nonverbal communication. Although a potential new client may tell you that they will "call you when something comes up," their body language may indicate otherwise. In addition, your own nonverbal communication reflects how others perceive you.

Keep in mind the following nonverbal indicia:

Crossed Arms &mdash Disapproval

Open Palms &mdash Truth

Pointing feet towards door &mdash Dishonesty

Head of table &mdash Power

Leaning on elbow, hand on shin &mdash Boredom

Leaning back &mdash Confidence/Power

Leaning forward &mdash Interest

Remember, you never get a second chance to make a first impression. A master of nonverbal communication forms better relationships and is better able to control the business development process.