Women in LawA full-day workshop designed to help female attorneys develop the skills and disciplines related to leadership and business development
In association with:
8:30AM Registration & Refreshments
9:00AM Introductions: Workshop Facilitators
Catherine Alman MacDonagh, JD, FIRM Guidance; Chief Enthusiasm Officer,
Mocktails LLC — AND Mark Beese, President, Leadership for Lawyers, LLC
Keys to Success for Women Lawyers: Highlights from LSSO’s Women Lawyers Studies
A continued focus on developing selling skills is not a luxury. Rather, it's a necessity. Since time is always precious and individual’s strengths and situation are unique, a "one size fits all" approach is ineffective. There are, however, gender issues that make it difficult for women be successful in their marketing and business development efforts. This program uncovers the secrets to a building and growing a practice for women lawyers. The content is based several studies on sales and business development issues for women lawyers conducted by the Legal Sales and Service Organization and incorporated in the book, The Women Lawyer’s Rainmaking Game: How to Build a Successful Law Practice (Catherine Alman MacDonagh and Silvia L. Coulter). This opening session contains practical information and the steps women can take to become (or remain) a successful lawyer in today's competitive market-place. Participants in any career phase will find the experience highly relevant and immediately useful.
- The Importance of Attitude
- How to Invest Time Wisely
- The Leadership Effect
- Overcome Barriers
Effective Introductions: Your Verbal Business Card
Your verbal business card (aka the “elevator speech”) is your introduction and your description of who you are and what you do. It is your opportunity to define (or redefine) your personal brand or your reputation. Use this time to craft (or refine) yours, try it out, and make it even better. Then practice using it during the morning coffee break and the networking luncheon.
Growth vs. Fixed Mindset
Change happens. How we react to change is critical to our success. Everyone has a preference as to how they initiate and deal with change. Understanding your style, and the style of others, can help you be more effective in leading change and building a coalition to sustain new initiatives. Attendees will look at recent research by Carol Dweck on how one’s mindset and motivation can help us be better as lawyers, rainmakers and leaders.
10:50AM Morning Coffee Break
Change Style Indicator: Assessment and Debrief Influence and Persuasion
Influence and Persuasion: Participants will also learn and practice several models for persuading others and gaining influence in their firms, including developing a persuasion strategy, using springboard stories and SCARF, a neuro-leadership approach to persuading others.
12:30PM Networking Luncheon
The facilitators will encourage attendees to enjoy lunch with people they haven’t met, then switch seats to meet others for dessert.
Marketing vs. Sales
This session introduces participants to the marketing cycle and sales process, both graphically and conceptually. It addresses the concept of “selling” profes-sional services by defining exactly what it means the steps involved at each stage. By laying out the specific phases of the sales process and detailing what activities should be undertaken at each juncture — from planning to retaining and growing clients — lawyers and the professionals who support them have a clear roadmap to follow and an understanding of what can and should be done to advance to the next step.
Buyer Personality Types and Communication Styles
We know that similar styles equal greater reward in forging relationships. Learning how to assess and interact with others based on their style and type improves the ability to prepare for and conduct meetings with colleagues, clients, prospects, and referral sources in a particular way to quickly build rapport, establish trust, and enhance communication. This segment features a combination of lecture and exercises that involve watching video interviews of well-known figures, creating a highly effective and engaging learning experience.
Building resiliency (the ability to bounce back) is a critical attribute for lawyer-leaders. Participants will learn about four components of resiliency and discuss how they can integrate them into their demanding schedules.
3:15PM Afternoon Coffee Break
Developing a Personal Vision
Law firm leaders need to have a clear, compelling and challenging vision of their career and of their firm. Through a vision exercise and dialogue, plus a discussion of next steps and key takeaways, participants will articulate their vision and outline steps to achieve it after the workshop.
Catherine Alman MacDonagh, JD, FIRM Guidance; Chief Enthusiasm Officer, Mocktails LLC — AND Mark Beese, President, Leadership for Lawyers, LLC
Apart from legal acumen, what skills are most critical to women attorneys’ success and advancement?
Most respond, “leadership and business development.” A continued focus on skills development is not a luxury. Rather, it's a necessity. Since time is always precious and each individual’s strengths and situation are unique, a "one size fits all" approach is ineffective. There are, however, gender issues that make it challenging for women be successful in their marketing and business development efforts. This program uncovers the secrets to building and growing a practice for women lawyers.
This full-day workshop is designed to help female attorneys develop the skills and disciplines related to leadership and business development. We recruited the legal profession’s top leadership and business development gurus to create and facilitate an intense one-day workshop that includes a workbook of leadership and business development resources to help you implement your action plan after you leave the session.
We’ll explore how to develop personal leadership skills, starting with one’s mindset and attitude—how we react to change and how to lead and sustain change. We will discuss how to increase one’s resiliency and grit—two skills critical to success in today’s law firm environment. In the context of the law firm, we’ll look at how to be more persuasive, influential and how to expand your network internally and externally. Finally, we’ll discuss how to develop a clear, compelling and challenging personal vision.
We will reveal the skills and tools that are most helpful to women building a book of business, from:
- Improving communication skills
- Learning how to identify and adapt to other people’s communication style
- Conducting effective business development meetings
- Building an effective network
- Filling your pipeline and developing a personal business development plan
The workshop is aimed at women attorneys who are preparing for partnership as well as those who are currently partners.