Using Your WHY to Build a Great Law Practice
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The webinar presented by Christopher G. Kenny emphasizes the importance of understanding one's 'why' to build a fulfilling law practice, covering topics like organizational alignment and effective marketing. It outlines strategies for discovering personal and organizational 'whys,' fostering engagement, and attracting ideal clients who share similar values. Key principles include cultivating a culture that prioritizes fulfillment and authenticity, leading to better decision-making and overall success.
Using Your WHY to Build a Great Law Practice
- 1. Using Your WHY to Build a Great Law Practice Presenter: Christopher G. Kenny, J.D., President STAR Group, LLC A Complimentary Rocket Matter Webinar March 25, 2015
- 2. “The two most important days in your life are the day you are born and the day you find out WHY.” – Mark Twain
- 3. What We’ll Cover • What’s a WHY and Why Does It Matter? • Building a WHY-based Organization • WHY-based Marketing
- 4. My Background B.A., Economics, Georgetown University J.D, Georgetown University Law CenterSecurities Law Practice Winston & Strawn The great career leap Albuquerque, NM (USA)
- 5. My WHY To Create Clarity – for myself and others My How I ask questions and identify connections from a variety of sources so that people are able to see themselves, their organizations and the solutions available to them in a way that helps them make great decisions. My What I’m a business coach and strategic planning consultant.
- 6. What I Believe • When people gain clarity, they make great decisions. • People have a deep desire to matter and feel fulfilled. • Because we spend so much of our adult lives working, feeling fulfilled in our work is critical. • Alignment, personally and professionally, is the key . . . .
- 7. WHY How What PASSION When What you do is in line with WHY you do what you do and How you want to express it – you will have Passion! Passion is the fuel that gives you the energy to pursue your dreams. Alignment
- 8. The Four Questions 1. What do I need in order to feel fulfilled? 2. How can my organization help me feel that way? 3. What would such an organization look like? 4. How do we get it to look like that? In order to answer Question 1, you first have to . . . Every leader must ask (and answer) the following questions:
- 10. The Golden Circle “People don’t buy what you do, they buy WHY you do it.” - Simon Sinek
- 11. What is a WHY?
- 12. It’s like a Natural Law...
- 13. Why you do what you do. What you believe. How you are hard-wired. What people can count on you for. What you are compulsive about. The reason you get up in the morning. How you think. What makes you special. Your WHY is: Your WHY is:
- 14. Neocortex Limbic Brain Neocortex: Rational and Analytical thought and Language. Limbic Brain: Feelings like loyalty and trust. Decision making. No language.
- 15. Knowing your WHY, or not Know WHYNo WHY
- 16. 1. To Contribute to a Greater Cause, Make a Difference, Add Value 2. To Create Relationships Based on Trust 3. To Make Sense out of things especially if complex or complicated 4. To Find a Better Way and share it 5. To Do Things the Right Way 6. To Think Differently and Challenge the Status Quo 7. To Seek Mastery and Understanding 8. To Clarify or Create Clarity 9. To Simplify The 9 WHYs (Remember: this is Limbic Brain stuff)
- 17. How to Build a WHY-based Organization.
- 18. Discover Your WHY - Personal WHY - Organization’s WHY (Cause) Know Yourself Engagement And Alignment Know Your Market Inspired Practice Live Your WHY: • Right team • Right culture • Right marketing • Right clients • Profitable • Fulfillment Know Your Practice Express Your WHY - Authenticity
- 19. Create a Culture of Engagement & Alignment
- 21. “Culture eats strategy for breakfast.” - Peter Drucker
- 22. Hiring: People (employees and customers) buy your WHY – not your what!
- 23. Expensive! A bad hire costs you between 3 to 10 times that person’s annual salary. (Society for Human Resource Management)
- 24. Firing: 9 out of 10 because of Attitude (Forbes)
- 25. What might it save you in $$ and headaches if the people you hired believed in your cause before they walked in the door? What might your organization accomplish if you hired not solely on skills, but because you understood how the candidate thinks and what drives them?
- 27. Retaining Your “A” Players: Adopt “Leader-Leader” Leader-Follower • Take control • Give orders • Be unambiguous • Hold briefings • Have meetings • Be terse, succinct • Be questioning • Want to be missed • Protect information • Create efficiencies Leader-Leader • Give control • Avoid giving orders • Leave room for questioning • Certify • Have conversations • Be informal, provide context • Be curious • Want NOT to be missed • Share information • Eliminate unhelpful processes
- 28. Retaining Your “A” Players: Be a Multiplier, Not a Diminisher “A multiplier is someone who uses his or her intelligence to amplify and bring out the smarts and capability of those around them.” - Liz Wiseman Diminisher • “People won’t figure it out without me.” • Empire builder • Tyrant • Know-it-All • Decision-maker • Micromanager • Result: 50% ROI/person Multiplier • “People are smart and will figure it out.” • Talent magnet • Liberator • Challenger • Debate-maker • Investor (w/accountability) • Result: 100-200% ROI
- 29. Attracting and Retaining Ideal Clients
- 30. The goal is not to do business with those people who simply need what you offer – the goal is to do business with those people who believe what you believe. They become Raving Fans. (someday, this could be your firm’s logo)
- 31. iPad 3 "We believe technology is at its best when it’s invisible - when you are only conscious of what you are doing - not the device you are doing it on."
- 32. Coldwell Banker
- 33. Discover Your WHY - Personal WHY - Organization’s WHY (Cause) Know Yourself Engagement And Alignment Know Your Market Inspired Practice Live Your WHY: • Right team • Right culture • Right marketing • Right clients • Profitable • Fulfillment Know Your Practice Express Your WHY - Authenticity
- 34. Engagement Alignment Hiring Leadership Messaging And it all starts with . . .
- 36. Our Offer to You www.stargroupconsulting.com
- 37. Thank You! Christopher G. Kenny, J.D., President STAR Group, LLC (505) 263-7067 ckenny@stargroupconsulting.com Additional resources (including a copy of this presentation) may be downloaded at: www.stargroupconsulting.com/business- tools/additional-resources