Savvy players understand both the professional and personal benefits of being identified as a “leading light”. They leverage the value that derives from being a truly in-demand and “hot commodity”.
The following is a formula which will work to increase your market power and set you on the path to being more highly valued by your clients, your firm, and in the wider market.
Excel in what you do
- be the best in your field
- a reputation for technical excellence and special expertise is the best foundation !
- consider post-graduate education and research.
- Be clear about the future you see for yourself as a leader in you chosen field.
Participate in your industry sector
- be active in relevant industry and professional associations
- develop a network of valuable contacts who will share their contacts, knowledge, and business with you.
Develop strong service relationships
- be service-oriented, accessible, responsible, visible, and ever-eager to please
- ask your clients to refer their contacts to you.
Develop your profile
- write articles, commentary, handbooks, checklists
- work on placing these in appropriate industry and professional journals, the business press, and on your firm's website
- circulate copies to clients, industry contacts, and other experts in your area.
Speaking engagements
- industry conferences, professional forums and even your in-firm seminars present ideal opportunities to raise your profile
- circulate conference brochures (featuring you as a speaker) to clients, prospective clients, and all your industry contacts.
Develop a public profile
- promote your availability as an expert commentator to the media.
Research and publish in industry, academic, and professional circles.
Foster good working relationships within your team (at all levels) and with the other lawyers and experts with whom you deal.
Actively network
- the best networkers are good at sharing information and insights
- that way they pick up more information and news.
Provide advice and counsel "beyond the bounds" of the customary lawyer/client relationship
- become an adviser integral to the business success of your clients
- share your clients victories - and [pleasantly] surprise clients by sharing some of their “pain”.
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