“I’ve worked in the government for a decade. Now I’m supposed to build a practice?”
“I’ve been in-house at a corporation for 10-plus years. How am I supposed to get clients?”
So many talented mid-career lawyers face these issue.
Jumping into the law firm pool to build a practice can be awkward – especially when your counterparts are already swimming in the deep end with their own books of business.
With a Presidential election in the wings, we can expect a new crop of brilliant government lawyers entering law firms. While these practitioners have mastered government agencies and process (or, if they’ve been inhouse, they may have valuable industry acumen) many have never been revenue drivers at law firms, and are overwhelmed with the pressure of developing business.
Here are some ideas to help you dive in.
1. Uncover your contacts.
In the legal world, your network has a value. Look beyond your obvious contacts – explore your government and in-house colleagues, former classmates, and acquaintances. You might be surprised at the connections you’ve already made.
Fostering connections isn’t just about meeting new people; it’s also about leveraging existing relationships. While you may be precluded to reaching out to some contacts, particularly if you’ve just left the government, If you set aside some time to think about it, you’ll have more contacts than you initially believe.
2. Connect with similarly situated professionals.
Reach out to professionals who have made similar transitions. Whether it’s government to law firm or in-house to private practice, their experiences can provide valuable insights.
Join industry groups, attend events, and engage in conversations to build a network that understands your journey. In addition, these people will likely become referral sources.
3. Build a robust profile.
Invest time in crafting a compelling online presence. Update your LinkedIn profile with relevant experience, skills, and achievements. Share ideas, contribute to discussions, and position yourself as a thought leader in your niche. A strong online profile opens doors and attracts opportunities.
4. Invest in skill development.
Recognize the importance of new skills, such as business development. Consider getting a coach to guide you in this area.
Embrace the learning curve and focus on developing the skills that may not have been a priority in your previous roles. Once you have made the commitment, you’ll catch on easily.
5. Embrace continuous learning.
Stay ahead by actively participating in industry organizations. Attend conferences, join bar associations, and be up to date on industry trends.
While you will want to create a business plan, with strategic goals and tactics to help you reach them, the first step is to have the right mindset.