Episode 110-Dominic Grew on “Getting to No”-Turning Leads into Business and Other Ways to Succeed in Private Practice

Like most lawyers, I went to law school because I wanted to enter an honorable profession.  I wanted to have a career where the emphasis is on intellect and not on business.  Not long after graduation, I realized that law IS a business and if you want to be successful, being a great lawyer is not enough.  You need to learn how to run your practice efficiently.  You need to learn how to manage people. And you need to learn how to sell your services.  If you can master those skills, your chances of success will greatly increase. As I’ve noted many times on this program, sales is one area where many of us feel uncomfortable.  As attorneys, we are supposed to be above that.  People should hire us because we are good at what we do.   In reality, that is not the way the world works.  Just like practicing law requires a unique set of skills, so does selling our services. In this episode of Counsel to Counsel, Dominic and I discuss the business of law and some of the ways we can be more successful in our sales process. Dominic Grew is the Founder & Owner of Elevate Business Coaching, LLC.  He is an expert in business management and business development.  Prior to opening Elevate, he spent more than 25 years working internationally in the insurance and investment management sectors.  As a former COO for Global Business Development, he learned how to scale to operational excellence and to prioritize and execute growth initiatives for complex and competing practice areas.  Today, as Founder of Elevate Business Coaching, he partners with law firms and their lawyers to build, grow, and manage thriving practices.   Dominic’s tools of choice are coaching, training and facilitation.  He prides himself on bringing an outside perspective to the business of law, teaching attorneys to work smarter rather than harder to accomplish their business goals.  Additional Resources   Episode 100-Word of Mouth Marketing with Michael Katz Episode 74-Turning Business Conversations into Business