W.H.E.R.E. Core Values, Preparation and Experience Reign: The Law Offices of Babak “Bobby” Hashemi Use a Holistic Approach to Helping the... 5 Tips for Young Lawyers How to Find Your Way in a Crowded Arena: Young lawyers can face some uphill battles out of law school. The dream of defending the... Signs That Origination Sharing Is NOT Working: In the course of our Partner Compensation System work, we have seen many law firms that... The Surprising Sentence That Keeps Prospects Reading (and Buying): You spend time and resources writing a marketing piece. So why not make sure as many... How and Why to Start and Market Your Own Non-Profit Organization: Here’s one of the best-kept secrets in lawyer marketing. Few attorneys take advantage... THE TOP 5 REASONS Your Law Firm Can’t Cross-Sell: Many years ago, as a young marketer at a 500-lawyer firm, the managing partner tasked me... Community News – November 2018: The California Lawyers Association named Jennifer Keller to the “2018 Trial Lawyer Hall... White Glove Service for Orange County’s Hospitality Industry“: Driven by Passionate People, Stokes Wagner Provides 5-Star Legal Services to Those in the... NETWORKING Planning, Persistence, and Practice: Do not just attend an event—attend with purpose. To go with purpose means setting... Things Lawyers Do ...: I just took my first long vacation in, well, pretty much ever. I’ve taken time off...
Executive Presentations-468x60-1

What Is Your Top Competitor Teaching You?

In moments of overconfidence, lawyers like to tell themselves that they are truly unique and that they are on their way to becoming the “go-to” in a given practice area. The truth is that there are hundreds, perhaps even thousands, of other lawyers who do exactly what you do. A few of them do it better. Maybe not in every aspect, but some have a deeper expertise than you, others have more general experience, and some are better at marketing themselves. That’s bad news for you. Unless, of course, you view your competitors as your teachers. Their successes indicate new heights to which you can aspire, and their weaknesses are your opportunities.

Back in the mid-90s, a man named Alan Weiss authored a book called Million Dollar Consulting and came to be known as the “million dollar consultant.” Until he came along, most consultants like myself didn’t think it was possible to generate $1M+ a year from consulting alone. But Weiss introduced a new ceiling into the consciousness of his industry, and for that, I will be forever grateful to him. By the same token, golfers study Woods and tennis pros study Federer—because watching someone who has mastered their game is both inspiring and instructive.

So, make a short list of your top competitors in the legal profession. The ones to whom you’ve lost business. The ones who make you a little nervous because they’re just as good, if not a little better when it comes to writing or public speaking or generating business. Study their websites and Tweets and LinkedIn profiles. Watch their videos on YouTube. Get to know them as well as possible. Glean what you can from both their strengths and shortcomings. The idea is not to copy them, but to emulate their fortes—and then put that knowledge into play and surpass them.

David Ackert

David is the president of The Ackert Advisory, a business development consulting firm that has been helping lawyers and their firms develop clients since 1997. He is also the founder of Practice Boomers, a business development e-learning program that shows lawyers how to grow their book of business. He has written for and contributed to many publications, including the LA Times, The National Review, and the Daily Journal. He has participated on numerous panels and been the keynote speaker at events on business development. He is also a guest lecturer at USC Marshall School of Business.

More Posts

Digg This
Reddit This
Stumble Now!
Buzz This
Vote on DZone
Share on Facebook
Bookmark this on Delicious
Kick It on DotNetKicks.com
Shout it
Share on LinkedIn
Bookmark this on Technorati
Post on Twitter
Google Buzz (aka. Google Reader)
www.pdf24.org    Send article as PDF   

Filed Under: Personal Development

About the Author: David is the president of The Ackert Advisory, a business development consulting firm that has been helping lawyers and their firms develop clients since 1997. He is also the founder of Practice Boomers, a business development e-learning program that shows lawyers how to grow their book of business. He has written for and contributed to many publications, including the LA Times, The National Review, and the Daily Journal. He has participated on numerous panels and been the keynote speaker at events on business development. He is also a guest lecturer at USC Marshall School of Business.

RSSComments (0)

Trackback URL

Leave a Reply

  • Polls