One of America’s leading experts on gender equity in law firms will return to the New Jersey Law Center next month for the New Jersey State Bar Association (NJSBA) Forum on Women’s Leadership in the Law.
Patricia Gillette, a nationally renowned trial lawyer and author, will headline the Feb. 11 event co-sponsored by the New Jersey State Bar Association Women in the Profession Section and Diversity Committee.
The practical, hands-on session will include tips and insights from Gillette’s new book, Rainmakers: Born or Bred. The workshop will also feature small group discussions. The workshop portion will provide lawyers of all levels and practice areas valuable insights on building a book of business.
Gillette was the main attraction at the well-attended workshop “Making it (Ethically) Rain,” which was held at the New Jersey Law Center last February. “There’s no difference between the way men and women rainmakers develop business,” she said then. But women often have a special ability to connect with people. “That’s what we do,” she said. “We connect, we build relationships…use those relationship skills to build your practice."
Here are five takeaways from last year’s session:
Engage. Gillette talked about the importance of active listening. We don’t listen anymore, she said, we’re always looking down at our phones. So really pay attention when someone is talking, and ask questions. You’ll make an impression and maybe even learn something new.
Take risks. Practice taking risks. “Once a day, try to do something a little outside your comfort zone,” Gillette said. Risk taking can yield real payoffs. And on a related note, when presenting a client with options, give them three: a high-risk, a moderate-risk and a low-risk option. Give them advice on what you think is the best option, but be willing to do any one of the three.
Get over the ‘p’ word. What word? Perfect. Often, women feel the pressure to be perfect, Gillette said. But that can impede your ability to be willing to take risks, and reap the rewards that come with taking those risks.
Think about your client’s interests. Your potential clients are busy too; they don’t necessarily want to have a long dinner with you. But do attend industry events, do offer to speak at a continuing legal education event. Those kinds of events are excellent places to meet potential clients.
Every person you meet is a potential client. Gillette urged attendees to build authentic relationships, and to consider turning friends into potential clients and potential clients into friends. Men bring their personal and professional lives together all the time, she noted. For example, Gillette said, she doesn’t like to play golf, but she does love to cook. So instead of golfing, she hosts parties and cooks large meals and invites both friends and clients.
This year’s NJSBA Forum on Women’s Leadership in the Law will run from 9 a.m. to 1 p.m. on Feb. 11 in New Brunswick. For registration and to see the full lineup, click here.