What’s Holding YouBack?Preparing for the Growth of YourPracticeJoan R. M. BullockAssociate Dean for Teaching and FacultyDe...
Legal Profession in Turmoil Decline in requests for legal services Decline in work from current clients Decline in amount ...
Result?  Reduced Cash FlowNO Cash = DEATH to your        business LOW Cash= Slow death
ChallengesThe world is divided into lawyers andnonlawyers.We lawyers control access to legal knowledgeand the tools of the...
RealityLawyers DO NOT have a monopoly on theprovision of legal services   Legal knowledge no longer only within the domain...
Business MindsetLawyer as a Business Owner
Me?Image courtesy of nokhoog_buchachon/ FreeDigitalPhotos.net
What is the Business     Mindset?          Image courtesy of smarnad/ FreeDigitalPhotos.net
Work “on” not “in”          Image courtesy of Ambro/ FreeDigitalPhotos.net
Strategic Business Owner             Image courtesy of Vichaya Kiatying-Angsulee./                                     Fre...
Ideal ClientPeople who are forward looking and have a goalin mind;People who have the financial, mental, andemotional wher...
What is Your Ideal Client     Looking For?Client’s QuestionAnswerYOU have the solution to their problem
Research Prospective        ClientThey are looking for _____”X”_______, so thatthey can have/do/make….Means can be fungibl...
Finding Your Ideal Client            Image courtesy of jscreationzs/ FreeDigitalPhotos.net
Where to Find Ideal Client Places of Worship Country Clubs Civic organizations and events Industry-specific associations
Who Can Help You Find Your      Ideal Client?Financial plannersCPAsAttorneys – business and transactionalBankersMedical do...
Mindset RecapTechnician              Business Owner   Focus on what you      Focus on client’s   alone provide          wa...
Planning for GrowthOrganization   Systems Management   Benchmarks     Productivity     ProfitabilityCash Flow
Your Network SystemPersonal networkReferral network   People who need your services   People who know of others who need y...
Questions?              Joan R. M. Bullock                 THE REFORMED LAW          PROFjoan@thesageevolution.com
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What's holding you back avvo-webinar-by- joan- bullock

  1. 1. What’s Holding YouBack?Preparing for the Growth of YourPracticeJoan R. M. BullockAssociate Dean for Teaching and FacultyDevelopmentProfessor of LawFlorida A&M University College of LawOrlando, FLTHE REFORMED LAW PROFSMjoan@thesageevolution.com
  2. 2. Legal Profession in Turmoil Decline in requests for legal services Decline in work from current clients Decline in amount of collections
  3. 3. Result? Reduced Cash FlowNO Cash = DEATH to your business LOW Cash= Slow death
  4. 4. ChallengesThe world is divided into lawyers andnonlawyers.We lawyers control access to legal knowledgeand the tools of the trade.We don’t compete for clients; we obtain themwith our pedigree and through word-of-mouthOur work is time honored and valuable. Anyfocus on efficiency or price reduction detractsfrom the value of the services we provide.
  5. 5. RealityLawyers DO NOT have a monopoly on theprovision of legal services Legal knowledge no longer only within the domain of the legal professional Legal tools accessible to the publicClients are less willing to pay the high feeslawyers charge
  6. 6. Business MindsetLawyer as a Business Owner
  7. 7. Me?Image courtesy of nokhoog_buchachon/ FreeDigitalPhotos.net
  8. 8. What is the Business Mindset? Image courtesy of smarnad/ FreeDigitalPhotos.net
  9. 9. Work “on” not “in” Image courtesy of Ambro/ FreeDigitalPhotos.net
  10. 10. Strategic Business Owner Image courtesy of Vichaya Kiatying-Angsulee./ FreeDigitalPhotos.net
  11. 11. Ideal ClientPeople who are forward looking and have a goalin mind;People who have the financial, mental, andemotional wherewithal to execute their plan,accomplish their goals, and fulfill their vision.Michelle Donovan, The Referability Expert andco-author of THE 29% SOLUTION: 52 WEEKLYNETWORKING SUCCESS STRATEGIES.http://www.thereferabilityexpert.blogspot.com/
  12. 12. What is Your Ideal Client Looking For?Client’s QuestionAnswerYOU have the solution to their problem
  13. 13. Research Prospective ClientThey are looking for _____”X”_______, so thatthey can have/do/make….Means can be fungible; solutions are unique
  14. 14. Finding Your Ideal Client Image courtesy of jscreationzs/ FreeDigitalPhotos.net
  15. 15. Where to Find Ideal Client Places of Worship Country Clubs Civic organizations and events Industry-specific associations
  16. 16. Who Can Help You Find Your Ideal Client?Financial plannersCPAsAttorneys – business and transactionalBankersMedical doctorsVendors to businesses
  17. 17. Mindset RecapTechnician Business Owner Focus on what you Focus on client’s alone provide wants/needs Estate plan Be the go-to person Wills Put yourself in position to discern Tax returns opportunities for Tax planning business Focus on pedigree, development certification
  18. 18. Planning for GrowthOrganization Systems Management Benchmarks Productivity ProfitabilityCash Flow
  19. 19. Your Network SystemPersonal networkReferral network People who need your services People who know of others who need your services People who can assist you and complement your servicesTactical networkPersonal Network
  20. 20. Questions? Joan R. M. Bullock THE REFORMED LAW PROFjoan@thesageevolution.com
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