At some point, everyone has encountered that person who seems to have everything going for them. You may even be a little jealous, but you recognize that this particular person deserves every bit of their success. What are they doing differently?
I am not saying this is the end all, be all, but it’s likely that the magic ingredient is confidence. Not arrogance or a phony confident front, but a deep self-assuredness that they can accomplish anything—and so can everyone else around them. Real confidence is hard to come by, but at work it’s incredibly valuable.
Confidence is rarely something you’re born with; it’s learned over time, like any other skill. If you want to boost your work confidence, here are a few characteristics to emulate:
You can easily attribute your firm’s or your personal achievements to careful planning, intellect and foresight, but no one built their business by themselves, or became the person they are today solely because of how great they are. It’s all built on relationships, and gratitude is the key to strengthening old relationships and developing new ones. Maybe it’s my Midwest roots, but I believe that saying thank you and showing appreciation is essential to anyone’s success.
One thing you can be thankful for is that showing gratitude is easy. You don’t need to make a grand gesture, buy lavish gifts or write a novel. Whether it’s through a thank you note, an email, a phone call or face to face, saying thank you is powerful. If you’d like to bring a little more gratitude into your work life, here are some people who probably deserve a hearty “thank you!”
Put simply, you wouldn’t have a business without clients. Clients aren’t just a source of revenue; they’re people who make the choice to support your business. If that’s not enough of a reason to say thank you, research shows that clients who feel appreciated will continue to do business with you—and it’s much more cost effective to keep current clients happy than it is to find new ones. Happy clients are also more likely to make referrals. Thanking clients isn’t just a nice thing to do—it has a very real impact on your bottom line.
Employees and coworkers
Everyone at the office plays a valuable role, from the CEO to the janitor, and your business couldn’t operate without everyone’s input. Show gratitude to your employees and coworkers for making your success possible. Make a point to thank people you don’t work directly with as well.
Mentors and teachers
There’s no statute of limitations on saying thank you. Even if you haven’t spoken in a while, reaching out to an old mentor or teacher is a great way to reconnect, and it’s a fulfilling experience for them and you. Don’t say thank you only when you need something from them, and don’t wait for an excuse like a holiday card. Sending a quick email when they cross your mind is genuine, simple and highly appreciated.
Friends and family
Chances are, you wouldn’t be where you are today without family that supported and encouraged you as a child, friends who helped you study in college and partners who were always ready to listen when you had a bad day at work.
This may seem odd, but being nice and showing gratitude to strangers who have helped you is important too. Those of you who have seen the movie Pay it Forward can relate. I bought a watch at a store the other day and the woman who helped me went above and beyond to make my experience great. As we were checking out, I told her how much I appreciated her help and she commented, “I just wish all my customers were as nice as you.” I thought that was sad—how hard is it for people to be kind to each other? Obviously this saleswoman had her fair share of rude or non-appreciative customers.
Midwest roots or not, my personal experience shows that thanking people regularly will not only make your whole life better, but will likely propel the kind of results you get, too.
Whether you are working in the marketing industry or just took one Marketing 101 class, everyone has heard of the 4Ps of marketing – product, price, promotion and place. We marketers have had this drummed into our heads by professors and textbooks more times than we can count. I certainly understand the importance of the 4Ps, but felt it didn’t always apply – especially to the luxury market. Then I read this article by Pam Danziger from Unity Marketing, which confirmed all my doubts about the 4Ps. The article, called “Luxury Marketing’s Higher Calling – from the 4Ps to the 4Es,” explained what luxury marketers need to grapple with as our culture goes through an anti-consumerist phase and the affluent change the way they “buy” into things.
To survive in an economy that looks completely different than it did 10 or 20 years ago, luxury firms or brands need to focus on being meaningful and inspirational rather than subscribing to the old marketing standards. That’s why Danziger came up with the 4Es of marketing: experiences, everyplace, exchange and evangelism.
I’ve recapped these 4Es below:
From Products to Experiences
In the new experiential economy, consumers—particularly millennials—are spending their money on experiences instead of tangible goods. Essentially, shoppers prefer to take a selfie while they enjoy their latest splurge rather than display that splurge on a shelf. Of course, this shift has been great for spas and fine restaurants, but companies in the business of selling a product aren’t off the hook. Take a note from companies like Stich Fix, which sells clothing by offering customers a personal stylist, or Laudi Vidni, which engages shoppers by giving them the ability to customize the material and style of their handbags.
From Place to Everyplace
Brick and mortar has been in a state of demise for quite some time now. Online shopping has surpassed traditional retail and has emerged into the idea that a brand needs to be wherever the customer is: in-store, at home, over the phone and online. Luxury marketers in particular need to go even further to make everyplace “meaningful and memorable,” as Danziger puts it. She cites J. Hilburn and Lincoln Motor Cars as two luxury brands that have successfully embraced the everyplace concept. J. Hilburn offers customers the chance to meet with one of 3,000 stylists across the country to do a personal fitting, and Lincoln provides a pickup service when customers need to take their car in for repairs. These brands go beyond typical customer service and almost serve as their customers’ personal assistants.
From Price to Exchange
No longer can a company slap a brand name on a product, mark up the price and say it’s aspirational. Luxury brands need to provide customers with a valuable exchange—and affluent consumers will be willing to pay for it. Whether that exchange provides the customer with expert knowledge, appreciation or time savings, it has to make the customer feel like they’re getting something that enriches their lives. Socially conscious companies that allow customers to give back with every purchase are particularly good at this. Danziger mentions TOMS’ and Warby Parker’s “buy a pair, give a pair” model as an example.
From Promotion to Evangelism
If customers want meaningful, life-affirming products from their favorite brands, it’s no wonder that they can become fanatical when they actually get them—and that fanaticism is a powerful promotional tool. These days, many luxury companies are seeing significant results through “brand evangelism” (otherwise known as good, old-fashioned word of mouth). That doesn’t mean there’s no room for traditional advertising, public relations or endorsements, but there’s no question that word of mouth drives sales. Danziger mentions Apple, a classic example of a company that turns its customers into evangelists (and makes quite a profit from those loyal customers).
Most of the time we are swamped, so any time we have a slow day it’s a welcome relief. It can feel a bit odd, though, when you get to the office and there’s nothing urgent that needs to be done. What exactly are you supposed to do all day?
Slow days are an opportunity to catch up on some of those forgotten-about marketing tasks—the items that need to get done eventually but keep getting put on the back burner. They can often be accomplished in only an hour or two, but their impact can be huge. Here, we’ve narrowed down some of the top rainy day marketing tasks from Lawyerist.
This year’s U.S. Consumer Legal Needs Survey has just been released, and the results are hardly surprising. Like virtually every other legal industry survey that’s come out in the last few years, the Legal Needs Survey shows without question that online research, particularly on mobile devices, plays a major role in which law firm clients choose. If your firm hasn’t already seen the impact of online research, it will soon.
If you need to step up your online presence, here are three critical places to start:
Embrace online profiles and reviews. According to the survey, one third of consumers say that the internet was their main source of information when deciding to contact a lawyer. That’s up 14 percent from just two years ago. And before you think, “But we’re doing just fine with word of mouth!” the influence of in-person referrals has actually declined by 12 percent in that same time period. Now more than ever, it’s critical to claim your online profiles and encourage clients to leave their (positive) feedback online.
Know your keywords. Okay, so you’ve accepted that there’s no turning back on online research. The next step is to understand the keywords that potential clients are using to search for you. Make sure your website is optimized so it shows up higher in search rankings, and you may even want to include some money for paid search in your marketing budget. Researching common keywords can also help you discover more relevant online directories—which 41 percent of people say they use—where you can list your firm. Using keyword marketing ensures that you get in front of the right audience.
Use social media. If you’ve been struggling to commit enough time and energy to keep your social media accounts up to date, maybe this finding from the survey will help motivate you: information found in blog posts, videos, Facebook updates and tweets from attorneys all grew in importance to consumers by 10 percentage points. That’s a big jump, and it’s only going to increase. This year, 28 percent of consumers used social media, compared to 20 percent last year. Even if you’re not doing anything particularly groundbreaking on your social media accounts, just keeping them current, informative and appealing can make a huge difference.
The State Bar of California’s new ethics opinion finally addresses a fuzzy issue: whether attorney blogs are considered advertising. The Bar has decided that personal attorney blogs that are separate from a law firm website do not count as advertising. Well, in most cases. Clear as mud, right? In any case, if you blog, here’s what you need to know to ensure that it meets all ethical standards.
You can write as many posts as you want about legal issues, the consequences of potential legislation and your own opinions about current events. You can write specifically about your area of practice. Your blog can even link to your firm’s website in the byline. But the one thing you definitely can’t write on a personal law blog is, “hire me”. Keep any blatant appeals to new clients off of your blog entirely.
The new opinion also defines and advises against “implicit solicitation”. Even if you never explicitly tell the reader to hire you, if you write about the services you offer or include, “detailed descriptions of case results,” you’re implicitly advertising. Save that for your website, and use your blog to speak more broadly about legal issues.
You’re free to write a personal blog about any topic you want, from food to sports to politics. And according to the Bar, there’s no issue with saying that you’re an attorney on any blog, whether it’s related to the law or not. It’s also acceptable to link your personal blog to your firm website and vice versa.
If your law firm’s website hosts the blog, all of the guidelines I just explained will no longer apply. According to the Bar, blogs on law firm websites follow the same rules, “as the website of which it is a part”. Since your website is considered a form of advertising, any content posted on it is advertising—so anything is fair game.
Attorney at Work has published its 28th annual list of trends in the legal profession, and it covers everything from law firm marketing and practice areas to technology. Primarily because of the recent election, the legal industry can expect major changes (and virtually every other industry as well). So how should your firm prepare? We’ve summed up some of the biggest legal trends to keep top of mind as the new year unfolds.
If you’ve read the news lately, it won’t come as a shock that cybersecurity, health care, immigration and environmental law are all poised to become hot practice areas in this new year. Also on the rise are related areas like elder law, infrastructure, and labor and employment. Energy is heating up too, although interest in alternative energy is likely to shrink. The one area likely to remain cold is bankruptcy—as long as the economy holds steady.
Thanks to the explosion of specialty diets and all-natural foods, the food, beverage and agriculture industries have been hot and will stay that way. The fledgling cannabis industry will need legal help due to the potential of significant product liability risk. And 3-D printing and other innovative manufacturing processes will continue to grow in 2017.
Attorney at Work picked the Steel City because, “its economy is fueled by banking, health care, tech and education”. The city’s top firms are steadily growing, and several national firms have opened offices there. Of course, don’t discount New York. Many firms are opening up shop in Manhattan due to the growing tech industry.
Law firms are facing more competition than ever and not just from other firms. Disruptive legal services like LegalZoom and in-house legal departments will continue to pose a threat, and many firms are focusing on business development as a response. Some firms have taken a page out of the accounting industry’s book by hiring full-time “sales executives” and marketing and business development consultants.
The structure of law firms will also continue to change. The number of equity partners is declining while contract lawyers are on the rise. Firms are recognizing the importance of strategic leadership and hiring non-attorney managers to head marketing, tech and project management. Some studies are indicating that more firms may elect women as partner, and mergers may reach an all-time high in 2017.
The year 2016 was many things, but you can’t argue that it wasn’t important, especially in the area of technology. For better or worse, many of the developments that emerged in 2016 will change the way we live and work.
For the legal industry in particular, these innovations will have a significant effect on attorneys’ efficiency, strategy and client base. Attorney Robert Ambrogi gathered some of these innovations on his blog, and below we’ve highlighted the top developments that will change the legal industry in 2017 and beyond.
The tech world has always lived and died by analytics, but the same couldn’t be said for the legal industry—until this year. Several major players, including Bloomberg Law and LexisNexis, have made headway in collecting and sharing insights on judges, courts and cases. For lawyers, this new data provides a deeper perspective that can be extremely helpful when developing case strategy.
Tedious but necessary tasks like researching case law, reviewing financial documents and analyzing contracts can take a ton of time. But exciting new partnerships between a handful of major law firms and AI companies have laid the foundation to develop time-saving products that can understand colloquial commands and automate tasks. Expect to see more legal AI startups and partnerships in 2017.
Chatbots that respond to questions and commands aren’t new, but the legal industry hasn’t embraced their usefulness until now. While the technology still has a way to go, several new legal chatbots popped up in 2016. Do Not Pay helps people fight parking tickets, while Docubot helps clients create legal documents.
Hacking was arguably the largest tech issue in 2016, and it’s not going away in 2017 or anytime soon. Law firms shouldn’t waste any time getting serious about cybersecurity. Yet few have taken even minimal precautions against hacking: only 37 percent of law firms report that they use encryption. Don’t let your firm’s lack of planning in 2016 become a national headline in 2017.
Coined in 1985, the “Internet of Things” (the network of ordinary objects that are connected to the internet) has recently become mainstream. From refrigerators to cars, more products are getting connected—and that means there’s more potential for legal challenges. Several Biglaw firms created “Internet of Things” practice groups to focus on communications, tech and regulatory issues related to these new products.
I look forward to seeing how these technological advancements continue this year and will blog updates as they transpire!
As time goes on, law firms are experiencing more and more of a flattening in the demand for legal services while costs continue to rise. Yet, interestingly, few firms have adapted the services they offer to try and make up for the loss. Change has failed to happen for a variety of reasons, but mostly because law firms simply don’t feel enough pressure to change. Partners are especially hesitant to adjust their behavior; their individual careers are likely more secure so they don’t see the need to rethink their strategies.
This issue has been going on for a few years, but the industry is reaching a do-or-die point. Clients are growing increasingly dissatisfied and firms are failing to implement new, cost-saving models effectively. In order to ensure success into the future, law firms need to change their models. Below are three reactions to the decrease in demand for legal services you can anticipate in the near future.
In the past few years, rather than expressing their needs to law firms, clients have opted to just switch firms. Clients will continue to use this short-term solution, but switching law firms comes with risks; it also hasn’t proven very successful in getting law firms to change their services. Eventually, clients will need to speak up and have their needs heard. Law firms trying to anticipate the future should implement a client feedback system, if they don’t have one already.
Expect to see managed-service providers grow in popularity. While outsourcing tasks like HR and IT will not be enough to decrease costs, using managed-service providers can lessen spending. Implementing automated systems is one of the ways law firms will likely handle the growing cost of legal services.
Some businesses responded to the rising cost of legal services by bringing attorneys in house. While that may have proved to be a good cost control strategy initially, some clients are realizing that they only swapped one problem for another. Businesses are finding themselves back at square one as in-house counsel continue to have the same costly issues, just in a different environment. Additionally, creating an in-house legal team eliminates some flexibility. Expect businesses to adjust their legal teams or reconsider creating one to begin with.