Lessons from a Law Firm CMO

"I want to pay it forward."

In episode 2 of “So Much to Say: A Legal Podcast for People,” Megan Senese and Jennifer Ramsey explore the theme of new beginnings with their guest, Kelly Harbour, who shares her journey from advertising to becoming the Chief Marketing Officer in the legal industry. The discussion touches on personal resolutions, the importance of mentorship, career development, and the pursuit of passion and purpose in one's professional life. Kelly emphasizes the significance of humility and gratitude in navigating her career and the importance of supporting others in their journeys. In this engaging conversation, the speakers explore themes of success, vulnerability, and leadership. They discuss the importance of effort in defining success, share experiences with demanding requests in marketing, and reflect on the evolution of work-life balance, particularly during the COVID-19 pandemic. The conversation culminates in a discussion about the power of kindness in leadership and the significance of empathy in professional relationships.

Takeaways

• New beginnings can happen at any time, not just New Year.

• Setting intentions can be more impactful than resolutions.

• Career paths can take unexpected turns, leading to fulfilling opportunities.

• Mentorship plays a crucial role in professional development.

• Finding work that fuels you is essential for long-term satisfaction.

• Women supporting women in leadership is vital for growth.

• It's important to recognize and celebrate our achievements, no matter how small.

• Balancing personal and professional life requires intentionality and planning.

• Understanding what energizes you can lead to better career choices.

• Embracing imperfection and humility is part of being human. Success is defined by the effort you put in.

• Vulnerability in leadership can lead to personal growth.

• Work-life balance is a continuous journey, especially for women.

• Feedback is essential for growth but can be intimidating to seek.

• Creating special experiences can enhance client relationships.

• Empathy and kindness should guide our interactions with others.

• COVID-19 reshaped perspectives on work and personal life.

• It's important to set boundaries and protect personal time.

• 360 reviews can provide valuable insights into leadership effectiveness.

• Being open about struggles can foster a supportive work environment.

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How to Outreach to New Contacts as a Lawyer

It’s been months since you last connected with a client or contact, and now you’re overthinking, and thinking and overthinking your outreach.

I hear it all the time from lawyers during our 1:1 business development sessions:
- What do I say? (We have a template)
- What if they don’t respond? (We try again with a new approach)
- What if I’m bothering them? (You're not)
- What if I say the wrong thing? (You won't)
- What if I don’t have anything insightful to add? (You do)

Fear of outreach is one of the top blockers. Most of what I do is help lawyers overcome this. So, how do we move past the hesitation?

- Reach out with empathy. Show you care, check in to say "hi," and do not with the expectation that you need something. If you cant do this, work to deepen the relationship.
- Know how your contact prefers to communicate. Is it email? A voice-note? A message on LinkedIn? A phone call? Use the method they like.
- Use a template to get started and tweak it to sound like you. I gave you two examples below. Yes, it can be that simple.

******************
[1- The keep-it-simple template]

Hi [Name],
Can you believe it’s been [three months] since we last spoke? Hope you’re getting a chance to enjoy the [football season/holidays/winter/summer].

I would love to catch up maybe over coffee (or virtual), a walk, or something fun [for them].
Would X date/time work for you?

Talk soon!

******************
[2- This made me think of you template]

Hi [Name],
I came across this [article/cle/event] and immediately thought of you because [explain why it’s relevant to them].

Let me know if you have time in the next couple of weeks to catch up [ insert a few dates] virtually or in person, your choice!
Speak soon,

How To Network as a Lawyer

You don't have to wait to be at a certain level to start networking.

If you start to think of networking as part of introductions and bringing people together.

If you start to think of networking as meeting people where they are.
If you start to think of networking as connections and making friends.

If you start to think of networking as something you do versus something you get, it will reshape your entire view of how you approach it.

How Can Lawyers Get More Business?

Lawyers can grow their business by:

Building authentic relationships through networking and referrals.

Developing a consistent thought leadership strategy.

Leveraging LinkedIn for visibility and engagement.

Using a strategic follow-up process to stay top of mind.

Learn more at www.stage.guide

How Can Lawyers Improve Business Development?

In business development, one thing is key: relationships.

And relationships take time to build. People want to work with people.

Do not wait until you need something to start networking.

The best connections don’t happen overnight; relationships are built through small, consistent, and regular efforts.

Even if you only spend a few minutes nurturing your network, it really adds up over time. Think of any relationship you have; it wasn't built quickly, and it takes getting to know someone to make it connect.

Send a quick note, share an article, or check in with a past client. Don’t be someone who only reaches out when there’s an urgent need.

Build rapport now, so when opportunities arise, you’re not scrambling to establish a connection; it’s already there.

How Can Lawyers Use LinkedIn?

Instead of aimlessly scrolling on LinkedIn, make it active:

- Write a comment
- Post original thoughts
- Send a contact a message

Use LinkedIn to develop your community and connection. That will become your pipeline.

How Can Lawyers Let Their Personal Side Come Through?

Lawyers often become so focused on being 'professional' that they overlook one essential ingredient: authenticity.

We're all human, and clients want to see that side of you. Share your story.
-Why did you decide to become a lawyer?
-What motivates you during those long days?

Opening up and giving more of your personal side doesn't diminish your professionalism; it actually makes you more relatable.

The legal industry is filled with lawyers with similar credentials and experiences, and only you offer your unique perspective, passion, and drive.

By being genuine and putting yourself out there, you're not just networking; you're building lasting connections.

Potential clients need to trust you on a personal level, so let your personality shine through in every conversation, every social media post, and every client interaction.

Remember, your "why" is the secret sauce that makes clients choose you.

How Can You Get More Referral Opportunities?

If you are looking for more referral opportunities, start connecting others.

This might look like:
- Facilitating an introduction by bringing clients or prospects together.
- Organizing a virtual meet-up following a conference with those you met.
- Realizing that two or three people live near each other and they didn't know it, so connect them!

When you connect people who can benefit from each other, you’re creating value for everyone involved.

Being known as a connector will open doors in ways you can’t always predict, and that is when opportunities start to come to you naturally.

Those small gestures can lead to big outcomes.

What is One Way to Stand Out on LinkedIn?

Posting on Saturdays is a way to stand out.

While we are not a fan of overworking, we do like do go where the “audience” is.

Most people catch up on LinkedIn on the weekends.

Do you post on Saturdays?