Greet Incoming Chancellor Fedullo
at Complimentary Jan. 7 Reception

All members of the Philadelphia legal community are invited to a complimentary reception in honor of William P. Fedullo, 87th Chancellor of the Philadelphia Bar Association, on Tuesday, Jan. 7 from 5 to 7 p.m. in the Grand Ballroom of the Hyatt at The Bellevue, Broad and Walnut streets. No RSVP is necessary. This is the event in which even the city's busiest legal luminaries patiently wait in line to wish the new Chancellor and each other good luck in the year ahead. The Chancellor's Reception is sponsored by Navigant.

Business Law Section to Honor Meyers, John Jan. 21

The Business Law Section will present its the Dennis H. Replansky Memorial Award to Howard L. Meyers and the inaugural Albert S. Dandridge III Diversity Award to Leslie E. John at its Annual Dinner on Tuesday, Jan. 21 at Estia, 1405 Locust St. The Annual Dinner begins at 5:30 p.m. Click here to register.

Criminal Justice Section Reception Jan. 30

The Criminal Justice Section Annual Holiday Reception and Awards Ceremony has been rescheduled for Thursday, Jan. 30 from 6 to 8 p.m. at Radisson Blu Warwick Hotel, Crystal Ballroom, 220 S. 17th St. The Justice Thurgood Marshall Award will be presented to Judge Lydia Y. Kirkland (Ret.). The Henry Czajowski Award will be given to Common Pleas Courtroom Operations Michael Spaziano, Chief, and Administrative Officers Michelle Arlene, Robert Busillo, Janette Coladonato, Gino Giacomucci and Michael Lanzalotti. The event includes open bar and and heavy hors d'oeuvres. Tickets are $55 for members, $45 for public interest and government attorney members and $65 for non-members. Click here to register by Tuesday, Jan. 28.

Judges Needed for Ben Franklin Mock Trial Tournament

The University of Pennsylvania is proud to host the annual Benjamin Franklin Invitational Mock Trial tournament. Only the elite high school programs of the state of Pennsylvania will be competing on our campus, judged by practicing attorneys as well as Penn Law School students. The tournament will be run just like a collegiate tournament, comprised of four trials, split between the two days. The tournament will take place on Jan. 18-19. Volunteer judges can register here by completing this survey. For additional information and/or inquiries, please contact our BFI Tournament Director, Renata O'Donnell, at renataod@sas.upenn.edu.



top

Marketing Corner: Habits of Successful Rainmakers

By Kimberly Alford Rice
The New Year has rung in and it’s time to plan for a prosperous year. To start off with a bang, listed below are productive habits of highly successful rainmakers I've observed over the years:

Planning is key. To write down your goals, vision, and plan to grow your practice is likened to having a GPS or map to reach your destination. There is no better time than now to write down your 2014 business goals with concrete steps to accomplish them. Successful rainmakers focus on clarifying what they are trying to accomplish to help them create a plan so they can guarantee a higher level of success than most. Many lawyers lack clarity in what they want to accomplish and often allow the year to "just happen" without concisely claiming their goals. Make a commitment to be clear and thoughtful in your marketing activities this year. Write it down.

Develop a marketing mindset. Successful rainmakers are always on the lookout for opportunities and asking how they can help. Scheduling time into your busy schedule to take consistent action toward growing your network, learning more about your colleagues' business, and getting face time with your current client contacts are imperative to building a successful business. Successful rainmakers understand that marketing is as much about mindset as it is time management. The billable requirements never stop but thinking broadly about your long-term practice and taking a few extra minutes every day to do something about it (even if it’s an email or two to recent business acquaintances) will yield dividends down the road.

Follow up consistently. We are in the relationship-building business and the only way to foster relationships is to reach out and follow up consistently. Schedule it into your daily schedule. If you've met someone new who could be a client and/or refer you to someone who could, then you want to maintain some regular communication. Develop a system with your team to make this happen. It could be a face-to-face, a regular blog post, an e-blast, or even a phone call to check in. Whatever the form of communication, you must make it happen to be successful.

Actively listen. Lawyers are trained to solve problems and to provide answers. These are productive skill sets in business development after you actively listen to understand the problems of potential clients. Successful rainmakers take the time to ask appropriate questions (how is this problem impacting your business; what is it costing your business; what is the cost of doing nothing, etc.). Only after clarifying a client's needs do successful rainmakers present their services.

Measure your progress. Often, lawyers engage in marketing activities with wild abandon and random acts of lunch, attending an event despite having no strategic objective in doing so. To track and measure concrete results (making three solid contacts at targeted networking events, following up consistently which leads to new business) is the only way to know the activities in which you should continue to engage and which yield tangible results.

Perfect the close. Actually asking for business can be a natural progression of relationship building. Once you understand what the prospect's needs are and how you (and/or your firm) can help him/her, it will become comfortable for you to say "what do you see as the next step?" or "when would you like to get started?" When your primary focus is on helping others, these questions will emanate from a place which will be comfortable to you. Practicing "the ask" language can be a very effective exercise in gaining confidence for perfecting the close.

Enjoy the journey. Building a practice will be a lifelong journey including meeting interesting new people, and continuous learning. The sooner you become comfortable with the planning, the process, the follow up and the "ask," the more you can actually enjoy the feeling of taking control of your career and guiding your destiny to success. Today is not too soon.

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

Judge Wecht to Discuss Superior Court Work Jan. 17

Pennsylvania Superior Court Judge David N. Wecht will discuss his work on the Superior Court and answer questions from committee members at the Friday, Jan. 17 meeting of the Appellate Courts Committee.

The meeting begins at 12 p.m. in the 10th floor Board Room 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 hours notice to receive a refund. Click here to register.

Join Committee on Insurance Practice

Does your practice involve insurance-related issues? If the answer is "yes," you should be a member of the Committee on Insurance Practice.

This is a newly formed committee of the Philadelphia Bar Association dedicated to the issues that litigators on both sides of the aisle who deal with insurance practices face. Best of all, membership in the Committee is free to all members of the Philadelphia Bar Association.

Subcommittees will include: GL policies, D & O and E & O, first party/property, subrogation, insurance compliance/regulation, emerging Issues (i.e. cyber insurance), programming committee.

To be added to the listserv for the committee, contact Dawn Petit at dpetit@philabar.org.

Privacy in the Age of Terror and Twitter Feb. 10

Edward Snowden's leaks about NSA monitoring of emails and cell phones; world leaders alleging U.S. eavesdropping on their communications; terrorism spreading round the world while our government balances interests of privacy with security, diplomacy with the need to know when and how our country and its citizens could be at risk…

How do we define the line between what we want our government to do to protect Americans at home and abroad and where we believe privacy rights must prevail?

Join our esteemed panel of journalists and attorneys on Monday, Feb. 10 as they examine the latest developments in the contest between protecting liberty and core American values and achieving the highest level of national security possible. Do you think Snowden is a traitor or a patriot? Are you willing to sacrifice some liberties to assure your safety? Is our government doing the right thing? Do we need more transparency or more secrecy as the US looks to protect its citizens and its interests?

Examine these issues and weigh in with your questions and comments at this timely and always lively PBI public policy seminar. Click here to register.

top