LMAtech2014 - Habits, Accountability and the Quantified Self - Phillips
21
TEN-MINUTE TALKS HABITS, ACCOUNTABILITY, AND THE QUANTIFIED SELF
-
Upload
lmabayarea -
Category
Education
-
view
38 -
download
0
description
Sharing insights from interviews with 10 top rainmakers at law firms of all sizes, this session will explore: What works to set rainmaker habits? What have they learned about themselves and how have they changed their behavior? How do they hold themselves accountable? How does technology facilitate business development? How is the technology helping attorneys identify how to form better rainmaker habits? Hard work is often used as a replacement for hard decisions which just makes busy professionals that much busier. Technology apps provide accountability and quantify how we spend our time to give us a deeper understanding of who we know, how we develop relationships, and where are our best opportunities to develop new business. This session will identify some of the newest technologies available for facilitating business development efforts, what people are using outside of law that could contribute to the conversation, and how some of the simplest tools still may be the smartest. For example, LinkedIn, Manzama, and Newsle give attorneys what they need to focus on the client and deepen the right relationships. Attendees will learn: Simple technologies that will help foster commitments and accountability to get lawyers more engaged Steps lawyers can follow to develop rainmaker habits How to identify what's not working so lawyers can try other approaches
Transcript of LMAtech2014 - Habits, Accountability and the Quantified Self - Phillips
TEN-M
INUTE
TALK
S
HABITS, ACCOUNTABILITY, AND THE QUANTIFIED SELF
SINGULARITY – DIGITAL IMMORTALITY
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 2
TECHNOLOGY FOR RAINMAKERS
What works to set rainmaker habits?
What have lawyers learned about themselves that would lead them to change their behavior?
How do they hold themselves accountable?
How does technology facilitate business development?
How is the technology helping lawyers identify how to form better rainmaker habits?
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 3
So where does technology fit in?
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 4
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 5
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 6
IT’S ALL ABOUT RELATIONSHIPS
Throw uniqueness into what you offer
Technology is critical to manage how you communicate with the clients
Not a replacement but an extension of self
No substitute for own effort and judgment
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 7
WHAT IS IT LIKE AT THE TOP
We can’t all be rainmakers, can we?
Wouldn’t it be better if we had a few more to support our efforts?
Rainmakers work effectively to build and foster meaningful relationships, identify top contacts, and use technology to aid in research, branding, tracking, and touch points.
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 8
SECRETS TO RAINMAKER SUCCESS
1. Love what you do
2. Work hard
3. Do something that matters – every day
4. Set rainmaker habits
5. Keep a positive attitude
6. Write it down
7. Don’t be afraid to fail
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 9
PRODUCTIVITY APPS
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 10
TECHNOLOGY FACILITATES BIZ DEVExpand your reach, and identify touch points with
contacts
Collaborate with clients
Track your client interactions
Build your brand, push content to multiple platforms
Leverage existing content
Notify you of key news items – by person, company, industry
Create a virtual office
Help facilitate work functions while traveling or on the go
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 11
SO WHAT ARE OUR RAINMAKERS USING?
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 12
BIZ DEV TECHNOLOGY
Practice Pipeline
Velocity by Content Pilot
Lawcountability
ClearView Social
Newsle / Manzama / LinkedIn / RELSCI
Buffer / Hootsuite
ContactNet / ERM / CRM
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 13
PRACTICE PIPELINE
To guarantee success as a rainmaker, coaching alone doesn’t work and technology platforms alone don’t work.
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 14
Firm AMonthly coaching + Pipeline50% utilization increased to 75% utilization within three-month study
Firm BNo outside coachingNo support from internal marketing50% utilization dropped to 0% within three weeks and flatlined there for the duration of the three-month study.
DREAM APPS Dictate breaking news and send in a pop-up to clients’
phones and social media
Contact management app – input touch points, keep notes, personal history, related news tracking
Collaboration with others on team to leverage touch points and improve BD efforts overall
Alert with call to action to communicate with clients and prospects based on relevant news
PR tool to provide a systematic, strategic approach to affiliate firm name with certain tasks, projects, services
Staffing review/collaboration – focus on client service to expand new business
Tool to make my brain bigger so I don’t have to remember as much
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 15
MARK UNGER – UNGER LAW
“I use the technology that matters to my clients; that helps us work better together.”
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 16
LIZ STERN – MAYER BROWN
“Technology is critical in helping to manage how you communicate with your clients.”
“There is no substitute for your own effort and judgment.”
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 17
SAM GANDHI – SIDLEY AUSTIN
“I use technology to understand trends and keep track of what clients say.”
“It’s still all about relationship management...” [and one of my best tools still is pen and paper.]
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 18
CINDY HESS – FENWICK & WEST
“My biggest challenge is being in a service business and having only 24 hours in a day to sleep and do everything else.”
She uses her firm website, LinkedIn, and Facebook to stay top of mind with her clients and contacts. She adopts new technology that she likes and that works for her.
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 19
CLIENT SERVICE TECHNOLOGIESBIZ DEV – Practice Pipeline, Velocity
Case Management– Settlement Aptitude; FastCase
BILLING – Simple Legal; Time Master & Billing; Cube
COLLABORATION – LawPal, Contatta, Trello, Skype
E-DISCOVERY – H5 (Lexis search meets e-discovery)
SOCIAL – LinkedIn, Buffer, Hootsuite, ClearView Social, Dragon Dictation; Humin
DOC SHARING – Box, Evernote, Docusign, SugarSync
DOC REVIEW – WorkSprint (temp staffing in cloud)
RESEARCH – Newsle, Manzama, Mention, RELSCI
PRODUCTIVITY – Boomerang (auto-schedule email delivery); Docs To Go; Quick Office Pro HD; Tempo; Any.Do
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 20
BUSINESS DEVELOPMENT COACHINGMonica PhillipsPresidentSpark Plug [email protected]
RA I N M A K E R H A B I T S A N D T E C H N O L O GY | L M A T E C H N O L O GY C O N F E R E N C E | O C T O B E R 1 6 , 2 0 1 4
F O R M O R E I N F O R M AT I O N , P L E A S E C O N TA C T M O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8 , M O N I C A . P H I L L I P S @ S PA R K P LU G L A B S . C O 21
