In this episode Oliver Hansard speaks to Lee Curtis of LINAR consulting. He describes what lawyers need to think about if they want to differentiate and win new work. He explores why it's time to find your splendid splinter!
Key Points in this episode:
Understanding Lawyers and BD (Business Development)
Lee classifies lawyers into three categories: 20% who inherently understand BD, 60% who need guidance, and 20% who struggle with BD.
He highlights the challenge of convincing the bottom 20% but aims to move the middle 60% to the top bracket.
Tips for Aspiring Partners
Lee emphasises the importance of networking both internally and externally.
Encourages becoming an expert in a niche area, creating a unique selling point (splendid splinter).
Challenges for Senior Partners and Firms
Acknowledges the changing legal landscape and the need for senior partners to adapt.
Recommends seeking input from the team to understand what's working and what needs improvement.
The Role of Soft Skills in Differentiating Lawyers
Soft skills are crucial for standing out in a competitive legal landscape.
Lee suggests that AI will enhance, not replace, soft skills in the next 2-5 years.
Defining Success in Legal BD
Lee defines success as making clients look good, supporting them to be admired for their work.
Personal success is measured through positive feedback and continuous improvement.
Finding Your Splendid Splinter
Encourages individuals to identify their unique strengths and become experts in those areas.
Emphasizes the need to differentiate oneself in a crowded legal market.
Conclusion
Lee Curtis stresses the importance of adapting to changes in the legal industry and leveraging AI as a tool rather than a replacement.
Success is tied to making clients and teams look good, and continuous improvement is key.
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