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Research suggests that there are gender differences in business
development. Regardless of industry, women tend to develop
relationships for the intrinsic value of those relationships, while
men do so for the potential yield those relationships may bring.
Men approach prospects with the goal of obtaining business, whilst
women's goal is to build ties. A gross generalization? Maybe. But
the fact is, there are still far more men in partnership and
leadership roles than women, and business development - the people
you know, your order book, and your ranking within an organization
- is key to that. The book features multiple contributions from
women across the globe, looking at the skills and techniques,
experiences and talents that female lawyers use to develop their
practices and grow their order books, acting as both inspiration
and motivation to its readers. Developing successful, authentic,
out-of-the-box business development strategies in a largely
male-dominated profession is a challenge for many women lawyers.
Where many senior partners have developed business by playing golf
or taking their clients for cigars and steaks, women need to find a
different way to develop business based upon their own personal
interests and strengths.
Rainmakers: Born or Bred, second edition, is about changing the
business development conversation and focusing on how remote
working has impacted the way business opportunities can be
cultivated and developed. The book explores the personal
characteristics that are common in successful rainmakers - and what
holds others back from achieving their true potential. The book
advocates stripping away the negative associations many lawyers
have with the "S" word - selling - as this is a crucial step in
redefining our approach to business development. It explores the
benefits to stepping out of the safety net of simply being a great
lawyer - which is vital in today's competitive market. Successful
rainmakers know how to truly engage with clients, how to understand
their business needs and challenges, and how to make their lives
easier. This combination of skills attracts and builds sustainable,
rewarding client relationships. This second edition of Rainmakers:
Born or Bred - authored by Patricia K. Gillette with contributions
from Rebecca Harding - helps you to identify those seemingly
intangible aspects of selling that many lawyers think are
unnecessary, and provides you with practical ideas to implement as
you set out on your journey to improve your business development
skills. Fully updated with an in-depth focus on digital and social
media, this book is packed with opinions and advice from actual
clients and rainmakers alike. It will help you make the most of the
business development opportunities that present themselves every
day - while staying true to your own personality.
The COVID-19 pandemic has undoubtedly had a seismic and lasting
impact on how the business of law is conducted. Whilst 2020
certainly expedited changes that were already trending - flexible
work schedules, fully-remote offices, revised resource allocations,
new client expectations - it also forced firms to adopt practices,
methodologies, and strategies that pre-COVID they insisted they
could not. These changes are not only here to stay but have become
the expectation. Law firm attorneys, staff, and indeed clients are
no longer interested in a traditional office, nor the practices
that typically occurred within them. The modern law firm needs to
evolve with both employee and consumer expectations in order to
stay abreast with the post-pandemic world. The Post-Pandemic Law
Firm looks at how law firms can make a paradigm shift, adopting an
entirely new business model that focuses on providing outcomes,
outputs, and results to their clients and internally places the
wellbeing of their team as a cornerstone to the future long-term
success and sustainability of the legal profession. Chapters
include changes to business models, virtual and remote working, how
the pandemic has affected women in the profession, the future of
dispute resolution, M&A activity and changes to pricing models
- all authored by highly respected practitioners in the modern
legal system. For those law firms leaders and lawyers that realize
a 'return to normal' is exactly the wrong approach, there is an
opportunity to create a brighter future where work-life balance,
market innovation, and smart use of technology will define the law
firm of the future.
The lack of women in power positions represents a poor return on
investment for law firms, and could be costing them far more than
they think in both economic and cultural terms. Quite aside from
the widely accepted understanding that more diverse teams perform
better, research shows that it actually costs more and takes longer
to replace female partners than their male colleagues. Moreover,
the scarcity of women mentors could be having a long-lasting effect
on up-and-coming female associates. The problem is far from new but
law firms' usual answers - business development training, diversity
programs, investment in "women's initiatives" - doesn't seem to be
having much of an effect, despite the collective millions firms are
spending on these. The numbers of women attaining power positions
in law firms have remained static for decades. By contrast, the
percentage of women holding GC positions in Fortune 500 companies
is growing, and women are increasingly likely to be found in
in-house roles. Packed with fascinating insight, experience, and
research from a broad range of lawyers, coaches, academics, thought
leaders, and consultants, Beyond Bias: Unleashing the Potential of
Women in Law considers just how much firms are costing themselves
by failing to promote and retain talented women, the reasons their
efforts have so far seen so little return, and the practical steps
they can take to start to move the needle. We'll also consider what
women can do more of to create and seize opportunities, claim
credit where it's due, and get the most out of their business
development efforts, wherever they practice. "Beyond Bias redresses
some ancient wrongs with practical observations although who can
say where we are going and where we will end up: the book is a
major start on this new road so do read it soon." review by
Elizabeth Taylor of Richmond Green Chambers and Phillip Taylor MBE,
Head of Chambers and Reviews Editor, "The Barrister". See the full
review here.
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