Sell The Sizzle, Not The Steak!

Sell Your Service Not The Paperwork. . . .I hear all too often that the nature of practice is changing and that we need to adapt to the new realities of practice. I agree and I disagree. Let me explain.For too long, the focus in legal practice is the result as measured by the quantity […]

Natural Enthusiasm Isn’t So Natural

In an earlier post, I described what I believe to be six characteristics of successful solos from my experience coaching students and graduates in their business start-ups as solo practitioners. fearlessness work ethic interpersonal skills (Carnegie skills) imagination/creativity ability to get work done on time natural enthusiasm   The last quality in the list is […]

Personal Responsibility – Can Failure be the Best Predictor for Success?

One of the annoying things about believing in free will and individual responsibility is the difficulty of finding somebody to blame your problems on. And when you do find somebody, it’s remarkable how often his picture turns up on your driver’s license.  P.J. O’Rourke A hard lesson to learn for some people is that failure […]

Dying Ain’t Bad, It’s Not Living That Will Kill You!

“The tragedy of life is not so much what men suffer, but rather what they miss.”  – Thomas Carlyle Be careful of the potential client who walks in the door telling you he or she wants to go to court to redress grievances, and that it isn’t about the money, it is about the principle. […]