Qualities of Successful Collaborative Law Professionals

The most frequent question I am asked is how do I get more collaborative cases?

Why are some Collaborative Law professionals attracting more collaborative cases than others? What are the qualities of a successful collaborative professional?

I recently read an article by Jeff Haden on the Qualities of Productive People, while reading the article, I noticed there were strong similarities between the qualities of productive people and the qualities of successful Collaborative Law professionals.

These qualities include:

Confidence in vision- Successful Collaborative professionals know where they are going, what they want and why it is important to them.  Clarity of vision and purpose is at the core of their authenticity. It is the fuel that provides them with the creative energy required to build a practice that is fulfilling and in alignment with their most important values.

Comfort outside their "comfort zone"- Professionals who have a successful collaborative practice are aware of their  internal constraints and move beyond familiar ways of thinking and acting. They are constantly learning new skills, maintaining visibility with referral sources, updating their web site and blogs and have cultivated a different mind-set about working in an interdisciplinary team.

Discipline to move forward on "off" days
- Professionals with a consistent case load of collaborative clients know that results come from the small day to day activities that result in big change.  They attend the training's, write the articles, give the talks and meet with referral sources even when they don’t think they have the time or energy.

Creativity and inspiration to do great work- Collaborative professionals who have achieved a reputation for excellence don't wait for the perfect case or client. They learn by doing. As Jeff Haden stated in his article, they understand that , "creativity is the result of effort: toiling, striving, refining, testing, experimenting... The work itself results in inspiration."

Getting Started- Every successful collaborative professional understands the wisdom in the quote by Johann Wolfgang von Goethe, “Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.”  They don't wait until the "time is right" to execute their plan, they begin it now.

Finishing
-Successful professionals not only clarify their vision, they create their plan and execute the strategies and activities that will move their practice in the direction of their most important goals.

How Lawyers, Mental Health Professionals and Financial Specialists Can Thrive in a Down Economy

Last week I attended the International Academy of Collaborative Professionals forum in San Francisco and listened to an inspiring and well presented workshop on Collaborative Law. Today, I received a call from two colleagues who were going through divorce and wanted a recommendation for a lawyer, a divorce coach and a business valuation expert. The first names that came to mind were the professionals I heard speaking at the seminar.

Why did I recommend these professionals? There were two reasons:

1. They established credibility by speaking on a topic that conveyed their level of experience and competence.

2. I was reminded about who they were and the kinds of clients they helped by seeing them speak at the conference.

In a similar top of mind awareness situation, one of my clients told me they experience an increase in client calls every time they send the firm newsletter to their professional network. Another client has seen an increase in referrals from two law firms after setting up luncheon meetings. Last week, a lawyer told me his web site referrals have doubled since he has started his blog and updated his web site with client- focused articles.

Even though we are in a difficult economy, the demand for quality legal, financial and mental health professionals has not diminished. You can accelerate the growth of your practice and attract desirable clients by increasing your visibility and credibility with your target referral sources and the public.

The following are ten suggestions for staying top of mind with referral sources and prospective clients:

1. Learn and use LinkedIn to build your network and stay visible. Go to learn.linkedIn for in-depth tutorials on how to use LinkedIn

2. Read and comment on relevant blogs in your industry.

3. Commit to meeting with someone in your professional network at least once a week.

4. Start a firm newsletter and write about topics that are relevant to your target audience.

5. Write consistent press releases.

6. Speak on topics you are passionate about at conferences and events.

7. Start a blog and write about topics that reinforce your brand and are relevant to your ideal client.

8. Write one new article every month and update your web site. Recycle the article for a local magazine advertorial.

9. Join a committee, group or association and make a contribution.

10. Tweet about interesting, relevant and useful information for your target audience.

The above list is not inclusive and should be customized to your unique skills, interests and goals. The critical success factor is to select at least one strategy and implement it consistently.

Let me know what strategies you have found useful to stay top of mind with prospective clients and referral sources.