Face it. Financial bottom lines are affected by the fact we live in a world that judges a book by its cover. Pretty singers sell more records, court cases rank higher in the news if the person is attractive, and politicians are elected based on their image as much any other factor.Looking at your own industry, don’t you have to fight the public’s perceptions? We see it on TV and in movies every day. More often than not, young lawyers, paralegals, and others just starting out in the profession are portrayed as cheap, petty, low-rent, and usually called “ambulance chasers.”It’s not right, but this issue of image is one that you have to live with and learn to work with.Let’s cut to the bottom line which is this: In today’s business climate, everyone should realize that a professional image is crucial to reputation and everyone could stand to improve theirs to some degree or other. It’s what you need to do to keep your individual firms alive. Therefore, let’s cover some opportunities for improvement using the acronym A.L.I.V.E.:Appearance – Your physical persona and the way present yourself.Letterhead – The level of professionalism demonstrated in your printed marketing materials.Information – Accuracy and honesty; the keys to presenting the data gathered during a case.Voice – How you communicate to everyone you’re associated with.Education – The continual improvement to your professional knowledge base.Appearance: People base a large percentage of their first impression on your appearance. When a client meets you for the first time, they’re sizing up your credibility, your ability as a legal professional, and deciding just how well you might conduct yourself in public. As the saying goes, you only get one chance to make a good first impression, so let’s look at a few pointers.Always dress in a professional manner. For men and women both, the attire should be “business professional,” which for men means suit and tie whenever possible, and for the ladies, business suits, nice skirt and blouse, or dresses. If you look unkempt or “second rate” the client will wonder how you’ll represent them while working their case.A close cousin to dress is personal grooming. Simply put, make sure your hair, facial hair, hands, nails, and teeth are all clean and well kept. By the way, how’s your breath? Always keep some mints handy.Another key opportunity to exhibit a professional image is in court. Make your trial presentations well-organized and polished works of art. You’ll notice down in our bio box we have a link to a free ebook that will help you create a very professional trial notebook.Letterhead: In some cases, the first contact someone may have with you might be one of your business cards. For our purposes though, “letterhead” refers to any printed material (paper or electronic) anyone outside your office might see.Business cards are a must. Make them distinctive, but with minimal content. Let your website or brochure carry the heavy content.On business cards, stationery, and your website stay away from trite, cliché, or negative icons such as someone running after an ambulance. In your web address, phone numbers, or email addresses, stay away from negative phrases like “[email protected].” These might seem cute, but to many potential clients, they’re a turnoff.For stationery, choose quality paper and have your letterhead and envelopes, as well as your contracts, professionally produced by the same people who do your business cards. Make sure their color themes match. Your local print shop or office supply store should have everything you need. If there’s any one place you want to spend a little money, this is near the top of the list.Stay away from blank notepads and manila folders. They’ll both get too messy too soon and not only will that make you look unprofessional and disorganized, but blank notepads make you look unprepared, and lost or disorganized notes lead to inaccurate reports and invoices. Invest a little time and/or money into buying or developing a comprehensive set of forms or an organizer system to use while assembling your case.Information: In the legal business, the glass is neither half full nor half empty. It’s 50%. And, unless you know what’s in it, don’t speculate. “Just the facts Ma’am.” One of the biggest opportunities for a good impression, and naturally the most important, is the timely delivery of honest, accurate, information. Nothing will kill your image, reputation, and livelihood, like incomplete, inaccurate, biased, or late case work. Likewise, an inaccurate invoice can cost you by being either too low or too high.Rule one is, always has been, and always will be, “Use a good case management system.” Make sure everyone working for you uses the same system, and that your standards of accuracy start at the beginning, and continues through the whole case and through any follow-up you may ever have with that client. Then treat all of your other clients the same way.Use nice presentation folders for all your reports; even the “small dollar” ones. Each client is important to you from a marketing standpoint and therefore deserves to be treated with respect. Putting your work product on better stationery, in a well-organized format, and in an attractive presentation folder will provide a greater perceived value to your client. These people have probably paid a hefty sum for your service and a more professional report will help assure them that it was money well spent.Voice: Voice is a general term used to describe not only the actual verbal communication you have with your clients and others, but the “tone” your business has with those it deals with.When you answer the phone, do so cheerfully and actually smile. You can tell when someone’s not happy to be on the phone and so can others. This phone call might be your first contact with the next big client, so make it count.If you can’t personally answer every call, the next best thing is to have a receptionist or answering service. A person is always better than voice mail. Go with what you can afford, but since the phone call is one of your opportunities for a first impression, anyone answering the phone should be trained to be courteous, cheerful, informative, and as professional as possible.Education and intelligence are just as necessary as a cheerful hello. You want people to know that you are every bit as qualified and capable as they could hope for. Therefore, when speaking with people, speak clearly, and choose your words carefully. They don’t have to be big words, but they do have to make sense, and grammar is important.The written word should follow the same rule. Make sure your business cards, letterhead, brochures, reports, invoices, and all other written documents use correct spelling and proper grammar. Though your client may be enamoured enough with your abilities as a legal professional to overlook a minor grammatical error, you never know who else of importance might see your report or correspondence.Education: Here we continue where your writing skills leave off and cover the actual knowledge or skill base upon which your legal expertise is founded. Experience is the best teacher, but classroom education can certainly help keep you informed and up to date. Also, the fact that you are continually updating your expertise is impressive to most potential clients.Many states require continuing education. If your state does, you should publish this fact in your firm’s literature. If your state does not require CEU, you should still take it upon yourself to keep your own training updated and make that fact a prominent component of your marketing materials.Join professional organizations where possible. Many of them will offer various classes and training programs and the benefits of networking are considerable.Keep your library stocked. Many people learn as much from books and videos as they do in a classroom setting.As you attend some of these educational functions, take the opportunity to look around you and either further your own education on this issue of appearance by studying your colleagues, or help improve the way they represent you by helping educate them as to the benefits of a more professional image.
Education With Personal Objectives
Most parents do not start their children’s primary education with goals in mind, with personal objectives. But, when general public education began to develop, there were objectives underlying its foundation. Many would suggest that Horace Mann was the founder of the modern public American education system. This statement by no means implies that he was the founder of all educational programs that existed during his primacy, and surely he did not contribute to institutions that preceded him. His focus was upon educating the greater public. Additionally, his strategies served the rapidly developing American Industrial Revolution. The Mann philosophies were implemented to a large degree for the purpose of assuring that our young citizens of European descent were sufficiently educated to both engage in necessary menial tasks, care for the equipment, and to manage the new manufacturing infrastructure developing across our young America.
The Mann-concept based educational system was sufficient to buoy our economy for the primary benefit of the Anglo population and provided a significant edge to this group in conjunction with Jim Crow laws that legislated separate and scarcely ever equal systems for people of all other colors. Additionally, because World Wars I, II, and subsequent major wars in Asia also decimated competitive industrial and knowledge assets, as well as trained labor forces in Europe and Asia through the mid-1970′s, America thrived. However, since then, America has suffered losses in superiority in manufacturing processes, technology, education delivery. Additionally, we never elected to develop a rich common culture by which to bond citizens. As such, the United States economic machine has surrendered much of its superiority to others internationally.
With nationalism scarcely an hors-d’oeuvre on their menu, in favor of profit, a host of large American companies have elected to take their manufacturing facilities to foreign countries for the benefit of lower employee wage costs, easier access to production materials, less critical environmental regulations, and lower tax burdens. Not only does this take money out of our country, but many thousands of jobs are lost to international populations annually. Sometimes companies simply contract for services to be performed abroad that could employ and feed thousands of Americans very handsomely. And, to add insult to injury, many American corporations that cannot transfer their work or facilities abroad lobby for and take advantage of legislation that allows foreign nationals to acquire jobs within the continental U.S. (e.g., H1B, and J1 visas). Don’t be fooled by employer outcries suggesting that the jobs cannot be otherwise filled with available citizens. The employers often pay foreign employee counterparts the legal minimum rate, even asking Americans to train them before the Americans are released from their positions.
What this means regarding education is that there is a growing disconnect between employers, and the U.S. educational system (from primary through advanced degrees), with a lesser assurance of the value of any diploma, certificate or degree in the marketplace. A self-serving, liberal arts education narcissist might suggest “We do not educate students to perform tasks. We leave that type of training to trade schools”. Colleges and universities, with their increasing ranges of majors and rising costs, are graduating only fifty percent of those who they admit, and most schools no longer align their curricular objectives with specific needs of the business sector. They no longer promote delivery of market-valuable degrees, rather sell the “opportunity” for students to develop themselves in robust, information based, experience rich environments. So, increasing numbers of students, if graduating from college at all, manage to do so with tens to hundreds of thousands of dollars of school loan debt, diverse experiences, but no job prospects or offers only in the customer service and sales sectors. The jobs attained are often of no relation to that which they studied.
Remember when Aunt Mary would pinch you on your little cheek and ask, “What do want to be when you grow up?” Everyone laughed as you answered in a manner that reflected your very limited exposure to the fact that people “did anything that matters” other than spending time with you. As seemingly unimportant as those scenarios may have appeared, we should be earnestly asking those questions of our children regularly, from an early age. We should provide them with as broad a range of productive options as we can identify in our research. We should enhance their 3R’s (reading, writing and arithmetic) skills as far as we are able (with assistance) as foundations as they also learn to code, play instruments, to compare, contrast, interpret, problem solve, learn to design and handle tools and machines, interact effectively with others, and demand more of the world around them as they grow. We should show them there are demonstrable numbers of cultures and species that share the planet, with diverse world surfaces, deep waters, vast skies, and uncharted space to consider. There are colors, sounds, aromas, textures, flavors, thoughts, and planes of existence beyond our senses. We should emphasize that we vigorously apply ourselves and learn today, tomorrow and the next day so that one day they will be able to select preferred options, not the detritus roles left by others, secondary systems and markets, leftovers for the inadequately prepared. With such perspectives and targets as these, our children will seek a higher level of achievement and experience education with personal objectives.
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