October 15, 2007
Steve Seckler of the Counsel to Counsel blog recently posted the Women Attorneys Business Development Study, prepared by Dr. Harry Keshet of Keshet Consulting. The report is 48 pages, and it should be required reading for women lawyers.
I found one of the most encouraging findings to be the following.
Predictors of High Originations
* Years of legal practice
* Time spent doing business development each month
* Using a targeted approach to business development
* Participation in pitch groups
* Cross-selling other firm services
* Asking clients for introductions to others who may need legal services
The report addresses a variety of women’s client development obstacles, some self-imposed and some resulting from limitations or perceived limitations imposed by the law firms in which the women practice. Nevertheless, reading the report impressed upon me the benefits of some activities that any woman can undertake or begin immediately.
The report contains a great deal of information. Any woman who’s interested in client development should read it, as should law firm leaders who’d like to support the business development opportunities their female lawyers may cultivate.
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