I did pretty well in law school. I studied all of the time, had no life, and got great marks. By my final year, I may have gotten just a little bit full of myself.
When selecting my courses for my final year of law school, I needed one more credit. So, devoid of any experience in the real world, I somehow decided that any course which was offered outside of the Faculty of Law would be easier than taking another difficult law course.
There were good things about the old days when law was primarily a profession, and lawyers joined law firms with a view to learning, working hard, and becoming partners. One of them was that law firms cared about their associates progressing, developing clients, and becoming self-sufficient.
One cold December evening when I was twenty-two years old, I lined up outside for almost an hour to get into an exclusive club in Montreal. The gatekeeper allowed the beautiful people in and passed over the others. I would still be waiting if I had not pretended to be part of a group that had been waived in.
Sometimes I meet a young lawyer whose career goal is to work in Big Law. That path might not be my first choice, but as long as they know what they are getting into, they should go for it. This article is not about those folks.
Murray (M) at my first rodeo:
Client (C): We need to close this transaction in two weeks.
M: That is impossible.
C: The Vendor said that his lawyer told him that deadline is perfectly reasonable. Why are you creating roadblocks? If you cannot get it done, I will find someone else who is willing to do whatever it takes to get the job done.
Back in the day, before I became as warm, compassionate, empathic, and all-around loveable as I am today, I had something of a reputation as being someone who did not suffer fools gladly. There were even a few people around the office who found me to be intimidating. Of course, self-awareness not being my strong suit, I did not understand how anyone could have possibly found me to be anything other than wonderful.
Imagine the following scenario:
Jordan is a third year Associate with a mid-sized firm in Calgary who has a billable hour target that is somewhat reasonable compared to the targets in Big Law. He typically achieves that target and receives a bonus of $18,000. He is also paid 10% of the billed and collected business that he brings in.
I have something important to say. It is so important that I will say it three different ways in the hope that those of you who are too busy trying to achieve your ridiculous hourly billing target to do anything other than skim read will not miss it. Here I go:
According to the fictional Professor Kingsfield in the movie “The Paper Chase,” law students “come in … (to law school) … with a skull full of mush and … leave thinking like a lawyer.”
I have often wondered whether I would have been better off keeping my mushy mind so that I could think like a normal person, but that is a question for another day.
Although law schools teach students to understand and apply legal principles, there is plenty of stuff that they never mention, including the importance of having a rudimentary understanding of psychology.
I speak to a number of newly called lawyers looking to secure a job as an associate.
I tell these applicants that they should be ready to answer a question about business development. Here are my tips: