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Smart Work Matrix:
Creating More Value
With Less Stress

© 2012; W. Allen Fuqua All Rights Reserved
Jenkens holiday card
K&L Gates adverts
What are our
expectations?
We want to create value
We want attorneys to do
what we say
We just want to do our
jobs
So what happens?

Attorneys don't know
what they want
Legacy activities
Iteration hell
200

150
100
50
0
2009

2010

2011

2012

How much stress?
How much surprises
you?
Almost nothing?
'You know, it could have been . . .'
How many times has a
project or some aspect
Blown Up?
And you understood why?
What keeps you from
being great at your work?
What can you control?
 Personal Orientation
 How you execute
 Understand what determines the
quality / success
Does One Size Fit All?
The Bad News: You can't use the same
orientation, process and success factors for
everything

Anything worth doing is worth doing
well . . . NOT!!
Appropriate resources / effort
Potential Value
Media Rel

XOM
EIG
Webinars

Website
Bios

Chambers

Womens
Event

WellsCT
CLEs

Firm Report
Table Fillings

Associations

InterAction

HCE

Ability to
drive /
innovate

RFP's
PR releases
Pub Co
Seminars

PG mtgs
Surveys

Holiday cards
Potential Value
(where value = generating work or building key relationship)
Trust

Execution
Formal Process

Targeting

Experience

Delegation / Passive
Attorney Input
Attorney Approvals

Proactive / Aggressive
Partner w/ Champion
Attorney Champion / Trust

Get a leader to nix it. If
not:
Get it done ASAP
Simplicity & Speed

What resources and orientation are appropriate for each of the 4 areas?

Ability to
drive /
innovate
What builds Trust?
•
•
•
•

Level of comfort
Time
Doing the day to day spot-on
Someone carrying our mail

'How much time are you spending
building great relationships?'
So how do you raise your game?
• Be disciplined in understanding the value / and
your role in each project and assignment
• Talk targeting . . . Constantly
• Understand the role of time, effort and referrals
to build relationships
Work Smart; Take Your Shots Where it Makes Sense

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Smart matrix keynote_version