CJ's Endless Summer

I thought that this summer would never end. I officiated two weddings. I caught two blue marlin. I ate my weight in barbecue and lobster. I reconnected with old friends and former colleagues. I made new friends and closed new clients. I saw more whales, dolphins, sea turtles, and seabirds than Noah could consider. I doubled down on supporting causes that are important to me. I put thousands of miles on my Volvo station wagon from the foothills of Appalachia to the Gulf of Maine (and used FB and Instagram to record some of it). Most significantly, I'm healthier than I've been in 5 years. 

I'm very thankful for all of these things and aware that it's now officially fall. Let me tell you what I'm excited about this fall.

1. Expanding my coaching practice to help lawyers find jobs in other fields.

2. Highlighting promising prostate cancer research that the Movember Foundation funds here in Philadelphia.

3. Expanding the impact that Team I Hate Cancer creates by supporting families facing a cancer diagnosis.

4. Inspired by my friend Justin Park, managing my insipid thyroid to be more present in the lives around me.

If you want to learn more or have something to share, let's get together live or telephonically this fall.

I'm STOKED to do great work this season and beyond.

"I really need the work."

I caught up with an old friend this weekend. She talked about a significant pitch that she had just made to a prospective client. "Fingers crossed," she said. "I need the work." We've all had weeks, months, and years when money was tight and we really needed the work. But when you approach a prospective client as the solution to your cash flow issue, you've lost the opportunity to solve your client's problem  which, in turn, will solve yours. I'm a huge fan of consultative selling in the business-to-business development space in which I work. Have you tried it in your practice?

I'm lucky to work with some successful clients, but we all feel the pinch sometimes. While research shows that people are happier when they have more cash, treat your clients, whether prospective or existing, like investments that will pay off rather than a get-rich-quick scheme. You'll soon find yourself choosing the work that you do instead of really needing it. Your checkbook will thank you.

Would you fire a $5 million client?

Earlier today, I posted a Wall Street Journal article describing how JP Morgan Chase has doubled the minimum investment that its Private Bank requires from $5 million to $10 million. Apparently, too many BigLaw NYC lawyers had access to the Private Bank's resources without having the required coin and it cost the bank too much to keep them as customers. Only a florist can keep a rose without its vine. Why would a  firm fire so many potential clients so quickly, even when only 10% of BigLaw associates make partner?

What would you do? 

Does your firm give you access to banking resources? 

Is this a conflict of interest?

Do you like long walks on the beach?

My dad's a non-typical beach guy. Rather than camping out in a beach chair, he regularly walks a few miles up and down the beach at the water's edge. Along the way, he encounters countless friends, customers, and acquaintances, many of whom he hasn't seen since the previous summer. Tee times are made, kitchens  are planned, and fish stories are exchanged. A 3 mile walk on the beach in Avalon with my father is the best networking event that I attend all year. 

With whom did you (re)connect this summer? Did you make plans to have coffee or lunch, or even play golf? This morning would be an outstanding time to reach out and say "Hello." Your pactice will benefit from it.

Why I won't take you fishing.

I stopped by the deli and bait shop where I worked for 10 summers to get a cup of coffee. On the way out, I made the mistake of complimenting a fellow talkative customer on the custom fishing rod he had just completed. He launched into an explanation of his angling proficiency, described all of the YUGE fish he had caught, and bemoaned the fact that no one took him fishing. But he immediately asked me to take him fishing.

Can you imagine why I told him "No" immediately?  

Had he mentioned that he would bring lunch, that he would pay for gas, or maybe just that he was good company, I might have considered it. But I didn't. Here's why:

He was selling how great he was, rather than selling how great spending a day with him could be. As a sales guy, I learned early on that you're not selling a product or service, but rather a relationship between you and your client that solves her particular problem. 

When you're speaking with a client or prospect, remember that you're not selling yourself, but that you're selling a bilateral relationship between you and your client that will make your client's life easier and your checkbook deeper.

Remember that and I'll take you fishing any day. 

Why lunch matters

Earlier this summer,  I shared a post "Let's do lunch" about the importance of connecting with your network. I caught up with a client today who's been doing a great job of keeping in touch with former BigLaw colleagues. By doing so, he's found local counsel in the Midwest for a key client and a potential municipal client closer to home. That's just since the 4th of July. He's one of a number of professionals with whom I've met this summer who are leveraging their networks to identify clients. As you're preparing for fall, let's talk about what your network can do for you.

What makes a wedding authentic?

We've all attended too many weddings, especially the cheezy, rote ones that are as generic as the couple's registry at Pottery Barn. But there are those weekends where family and friends congeal like bacon fat and it properly seasons the entire event. Last month, I drove 400 miles to watch my cancer-hating buddy Rob marry the loveof his life. Every guest was treated like family and the weekend's success reflected that. In hindsight, I went to a blockbuster wedding last summer on the top of a Colorado mountain that felt more like a production of the Emmys than a wedding, complete with a fellow guest wildly alleging that the bride's parents spent $50,000 on lighting alone. It's safe to say the weekend's only intimacy was between the bride and groom.

I'm in Spokane (Washington) this weekend to officiate the wedding of my dear friend Kaitlin and her beau Skylar. We've scripted a wedding ceremony that's as quirky and complex as the bride and groom are and that features great stories from their friends. It is a delight to participate in their wedding day and to have the honor of first welcoming their hundred odd guests.

That's just one way to make a wedding authentic. What was your favorite wedding? Leave a comment.

Is your story as good as the Maine Lobster's?

I've been in Maine for a few days this week with my parents and I've decided that the lobster is the most incredibly marketed meal in America. You can trace your lobster from the fisherman's specific fishing grounds to his dock, and from his dock to your favorite fish market or restaurant. The Maine lobster has as much terroir as the finest Bordeaux, but with the story of an individual fisherman and the family. There are litterally thousands of stories to be told about the lobster that are eaten in Maine and elswhere. As an example, Luke's Lobster is sourcing all of its lobsters from one Maine fishing village. Check it out here: http://www.mpbn.net/post/new-partnership-benefits-lobsterman-restaurateur-cutting-out-middleman#stream

What stories are you telling about your business, practice, or organization? Are you making the most of the opportunities to share what makes your business tick and what makes you different from your competition?

Most of us are not. I'm working on my story this week. Holler if you want to talk about yours.

So you want to make partner?

I'm working with some incredible lawyers this summer as part of Business Development Summer Camp. Technically, each is top notch, but each has one or more challenges that we're tackling to help them identify, pitch, and retain new clients - the easiest way to create your own path in the legal business. At the same time, I'm assembling data to illustrate what skills and how much business a senior associates needs for her law firm to annoint her as a partner. This fall, I'll be using these tools to help senior associates approach and conquer the partnership process. If you know a lawyer who would benefit from such a program, I'd certainly appreciate an introduction. I'll be launching it to big firm lawyers across Philadelphia later this month, but will be talking to excited candidates as soon as tonight.

Call / Text: 484.437.8409

Email: cj@cjwalshmarketing.com

Why Clean Boats and Bowties Matter

My neighbors keep telling me how clean the Walsh family boat is. It's the best compliment that I've received at the Shore this summer, as it reflects on me personally and the work that I've invested in the vessel's upkeep. The tidy appearance of the "Chuckwagon" has introduced me to well-heeled neighbors in need of boating and fishing assistance.

Similarly, when I started working at the Big Law Firm, the HR lady told me that the dress code was business casual. For a couple of weeks, I looked like everyone else ... until I started wearing a suit and a bowtie. Suddenly, similarly dressed senior partners acknowledged me in the elevator and the lunchline, assuming that I was an attorney instead of the help.  Only when I had been promoted months later did I reveal the truth and, by then, the relationships had been forged.

Your online presence is no different, in terms of creating a potential client's view of your practice, whether your Facebook or LinkedIn profile or your firm's web biography. That's why it's a mission critical component of this year's Business Development Summer Camp. To learn more how you can improve your online presence, check out www.cjwalshmarketing.com.

The aftermath of 11 years and counting!

The outpouring of support that y'all sent my way last Friday was overwhelming. In addition to 200+ likes and 30+ comments, I heard from a quiet minority of friends who have found or are looking for their road to sobriety. One's been clean for the hardest month possible. Another's lonely in a halfway house far from family and friends. The last one's coping with a loved one's terminal illness and looking for answers. But what they all had in common was their strength to reach out, which is the most difficult message to send.  

What do you do when receive one of these messages? LISTEN. Hear what your friend is say and see where they are going. Be a RESOURCE. You may not know the answers, but you'll go see a doctor, counselor, or specialist with them. 

Just this month, I've heard about three young professionals from great families who lost their battle with substance abuse. How can we be better friends for those in need?

The aftermath of 11 years and counting!

The outpouring of support that y'all sent my way last Friday was overwhelming. In addition to 200+ likes and 30+ comments, I heard from a quiet minority of friends who have found or are looking for their road to sobriety. One's been clean for the hardest month possible. Another's lonely in a halfway house far from family and friends. The last one's coping with a loved one's terminal illness and looking for answers. But what they all had in common was their strength to reach out, which is the most difficult message to send.  

What do you do when receive one of these messages? LISTEN. Hear what your friend is say and see where they are going. Be a RESOURCE. You may not know the answers, but you'll go see a doctor, counselor, or specialist with them. 

Just this month, I've heard about three young professionals from great families who lost their battle with substance abuse. How can we be better friends for those in need?

Let's do lunch.

An old friend emailed me and we grabbed lunch last week. He's leaving BigLaw later this summer for a non-legal carer. On his way out, he's reconnecting with plenty of professionals that he's met over his years at the law firm. Almost everyone with whom he lunches wants to help him find his next great job.

Who are you meeting for lunch this summer? Who SHOULD you meet for lunch this summer and how can she help you?

Who doesn't want to introduce you to your next client or referral source?

Let's do lunch this summer to show you how networking can grow your practice. 

11 years and counting.

Earlier this summer, I celebrated the 11th anniversary of my sobriety, albeit with little fanfare. In 2005, my employer, a counselor, and a few friends each pitched in to highlight my problem drinking and to suggest various solutions. But it wasn't until law enforcement separately charged two good friends with driving under the influence that I realized that I was likely next. So I quit. I don't know Bill. I don't know the remaining eleven steps. But I know that I haven't turned back.

My last beer was a Yuengling in the Diamond Club at Citizens Bank Park, and I admit that I ocassionally miss the subsequent craft beer revolution that my peers now enjoy. But one sober gentleman who looked out for me now owns a number of local bars, so it can't be that bad. 

If there's someone in your life whose substance abuse is problematic, don't be afraid to say something. You can be a hero in his life like so many were in mine. 

Feedback welcome.

I started writing this blog in an attempt to reboot the ghost blog writing that I had done for a few attorneys in 2014. While what I wrote was relevant and useful, it lacked the personal touch of the professional that purported to have written it. I have been inspired by what LexBlog's Kevin O'Keefe does with his "Real Lawyers Have Blogs." http://kevin.lexblog.com/

I now write this blog to add my voice to issues that interest me (which may lead to a separate fishing blog in the near future). 

But what I need is your feedback. Without it, I can't deliver more relevant content to you. Right now, Dave Carlin and Michael Walsh are the only people that share their feedback with me. I'd like to hear from some of the hundreds of you who Squarespace's analytics say read my stuff. Comment, shoot me a text, or let's talk. 

I'd love to hear what you think! 

My elevator pitch sucked.

"I teach lawyers to sell." 

"Sell what? Themselves?" 

"Yes. I help attorneys to better market themselves and to find new clients."

Why didn't I start with that? Well, now I do and it's paying off immediately. 

How's your elevator pitch? How well is it working? Let's improve it.

It's just one of the many things that we work on as part of my Business Development Summer Camp!

Be a resource instead of a salesman.

I had a great meeting with one of my first clients today. He just enrolled in my Business Development Summer Camp. He's a terrific litigator who regularly resolves significant cases on behalf of his corporate clients. We talked about identifying prospective clients (which is fun) and how to approach them (which creates some fear). We're working together on an email that he can send to prospects to schedule a time to talk about issues facing the prospect's business. Our goal is to position him as a pre-litigation counselor for regional businesses, rather than another lawyer trolling dockets for new cases. In this way, he's a resource instead of a salesman. These are exactly the kind of conversations that make me smile. 

Business Development Summer Camp!

6 months ago, you made great plans to identify and pursue new clients in 2016. Unfortunately, life got in the way. But don't worry, you still have 6 more months to achieve your 2016 business development goals. I'm here to help.

Starting today (and running through Labor Day), I'm hosting a Business Development Summer Camp for professionals who want to add new clients to their practices. In my practice, I work with lawyers, financial advisors, consultants, CPAs, recruiters, and charter captains, among others.

We'll meet (in a confidential consultation) so I can learn about the state of your practice and its goals, to identify potential niches and untapped resources, and to assess the value of your professional network in helping you achieve your practice's goals. 

We'll collaborate on a customized business plan for your practice, complete with action items, benchmarks, and achievable goals. In support of your plan, we'll meet weekly (or more frequently) for three months to ensure that you get to where you want your practice to be. We can work with your mentor or help you to identify and approach a potential.

We'll also work together to improve your "elevator pitch" and to improve your web bio and LinkedIn profile. 

Tuition for this Business Development Summer Camp is just $500, an incredible value for these business tools AND for three months with a business development consultant.

To enroll or learn more, call or text CJ at 484.437.8409, or email him at CJ@CJWalshMarketing.com

I should have called instead of texted

I spent a few hours with a young woman last week, at the end of which we agreed that we should get together again soon. I texted her at the end of the business day yesterday with an invitation to get together, and I waited.

I should have called her, left a cheery voice message, and known that my call would be returned with the prompt attention that it deserves. Instead, my text, like that proposal you emailed last week, sits in an inbox waiting for a speck of attention. 

I should have called her, just like you should call your current prospects TODAY!

Barbecue restaurants treat each customer like family.

I spent a few days last week in rural North Carolina eating some of the best whole-hog barbecue anywhere. In every restaurant that I visited, the manager or owner ran the front of the house, ensuring that each customer is treated like a welcomed family member. In fact, Rick Monk at Lexington Barbecue started calling me "Yank" while I was seated at the counter. 

Why don't professionals treat their clients like this? We type formal emails, leave formal voice messages, and draft letters to accompany invoices. Why not treat clients like family members? Welcome clients into your practice like your quirky aunt, your quiet uncle, or the relative who can only talk about golf. Imagine how they will feel when treated in this manner. You might be surprised how it cuts down on customer churn.

Having said that, all families face squabbles. I was on the phone with a client the other day whose business is off significantly, due primarily to existing customers altering their spending habits. Treating your customers like families does not preclude you from doing NEW BUSINESS, which is how barbecue restaurants continue to thrive. Their existing customers rave about their experience, which attract Yankees like me to their legendary pork barbecue.