legal book of business

The fourth quarter of 2023 is right around the corner. Most successful professionals spend considerable time at the end of the year reviewing their current goals, assessing their career growth, identifying shortcomings, and strategizing for the coming year. For law associates with five or fewer years of experience, this year-end ritual will lay the foundation for a successful 2024 and beyond. Let these Q4 tips for junior associates be your guide. Building a Book of Business To be a successful lawyer, you must strive to think like an entrepreneur and businessperson. The business side of the practice of law often demands that each lawyer eventually builds their own clientele/book of business. One day soon, this may be key to your performance reviews. Firms are usually patient with junior attorneys, more often evaluating their business value based on work product/performance. Later, most firms will look for experienced attorneys to be able to juggle both the work and client development. So, how do associate attorneys begin building their originated book of business? Provide excellent client service: Build relationships with the firm’s existing clients with which you have contact. Listen carefully and understand client needs. Go the extra mile for your firm peers and senior attorneys when tasked: beat deadlines and present complete, polished work. As you become known for providing outstanding service inside and outside the firm, the business referrals will come. Actively start marketing and branding: Begin crafting your brand by developing expertise in a specific practice area. Build your reputation and circle of contacts by remaining active in professional associations, school alumnae events, legal aid organizations, volunteering your time and other relevant groups. Contribute articles, participate in discussion panels, and look for speaking opportunities. Participate in professional social media platforms such as LinkedIn, always ensuring your biography and list of accomplishments are updated. Connect with others through these platforms. Develop a reputation for honesty and integrity: Be truthful, even about your mistakes. If you make a mistake, admit it, and make amends. Maintain professional and personal confidence. Keep your word and follow through on the promises you make. On the professional side, stay abreast of any ethical developments and requirements that apply to the legal profession. Polish Communication Skills: Lawyers must communicate clearly and persuasively with their clients, coworkers, partners, judges, and others in the legal field. Don’t forget that effective communication requires highly active listening skills! Conduct an honest assessment of your public speaking ability or ask a trusted friend for a critique. Developing a speaking voice that is calm and confident can take years of practice, so seek out opportunities in the coming year to hone your skills. Building Your Success Inside the Firm The pandemic shifted several aspects of law firm operations. Remote meetings, remote or hybrid work, and online collaboration are the new realities. This often means new associates are left alone to develop their interpersonal knowledge and skills. If you feel you aren’t getting the exposure and training you need, take matters into your own hands. Here are some personal growth goals you can set for 2024: Find a Mentor: If your firm offers a mentorship program, take advantage of it. A mentor can provide guidance and support and help develop your skills and network. You will have to be more proactive if there is no formal mentorship program. Reach out to an attorney you would like to emulate and find out if they would be willing to mentor you. Contact your local Bar Association chapter about mentorship programs. Ask coworkers how they found mentors. Enlist Support Staff: Fostering a good professional relationship with the firm’s team of legal support staff is a smart career move. Professionals like clerks, paralegals, and administrative staff are the ones who keep the workflow in the law firm moving efficiently. These employees are a wealth of information and should be treated with respect. Get to know the legal support staff, not as cogs in the firm wheel, but as individual professionals. Utilize Technology: Junior attorneys have the upper hand when it comes to technology. Older More senior attorneys and partners often resist adopting digital tools and platforms, but the reality of business today means that technology will impact nearly every aspect of the practice. Mastering tools such as legal research databases, analytics, e-discovery, document management software, and other legal tech will increase your long-term value to the firm. Attend Continuing Education: Many attorneys feel that CLEs are a waste of time, but new associates should take advantage of every opportunity to learn and grow in their field. Attending courses in person may also present opportunities to grow your professional network. Work with Collier Legal Search Collier Legal Search strives to match attorneys and legal staff with ideally suited law firms and company clients. Our team works on the movement and placement of legal professionals at every level.