What can women lawyers do to drum up more business?

Posted on 10-25-2013 by
Tags: #WomensEqualityDay , woman lawyers , Upgrading Your Skills , rainmakers , business development

Here is an interesting blog post from  The Careerist, an ALM blog,  that interviews Sheila Birnbaum and Nina Gussack, two women rainmakers who share eight tips women lawyers can apply to generate new business. Some of the tips they mention are: 

"1. Be nice—you never know where business will come from. Gussack: "It could be the paralegal that you paid attention to, the assistant you impressed, the expert witness you dazzled. . . . It's all of a piece."

"2. Embrace rejection. "Fear of rejection is your worst enemy," summed up Gussack. She added that men handle rejection much better because "boys in high school know that you have to ask for dates, and they know there's a good chance they'll be rejected." Sooner or later, though, they'll get a date."

"3. It's okay to feel depressed and drown your sorrows—for a while. Birnbaum: "I'm a terrible loser; I take it to heart." Gussack: "There's more rejection than success." Have a drink, talk it out, she advised: "Allow yourself one week of wallowing and no more."

"4. But find out what went wrong, and keep up with the client that got away. Gussack: "Most important thing is figuring out why you didn't get [the assignment.] Call and ask." Birnbaum: "You tell [the client who didn't hire you] that if things go bad, we'll bail you out later."


It is becoming increasingly challenging for lawyers to differentiate themselves from the competition and bring in new business. Women lawyers have an even more difficult time convincing both male partners and clients that they are the right choice when selecting a top lawyer. These two women provide fabulous advice that can be used not only by women but also men as they try to "make it rain" in their law firms.

What are your tips for drumming up more business? Do you think that men and women lawyers need to apply different tactics in order to generate new business? Share your thoughts and ideas.

Success depends on innovative planning, but brainstorming for new ideas takes valuable time. In one quick read you can get dynamic, creative, and practical ideas that can work for you and your practice. Women Rainmakers’ Best Marketing Tips is available via the LexisNexis® Store.

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