Larry Bodine Law Marketing Blog

In her 30 years in law practice Holly J. Fujie, immediate past president of California Bar Association and a Shareholder at Buchalter Nemer, learned business development These rainmakers have learned the hard way. Now an accomplished woman rainmaker, she reveals what lawyers can do now in business development to advance their legal careers.

The bottom line is that you can put your success under your own control ONLY through simple economics. First, if you make money for your firm, then your value is clear – if you don’t make money for your firm, then your value is open to debate.

Secondly, your success is up to you. Think and act like an entrepreneur. Get your firm to invest in you and recognize/reward the contributions you make. Learn how to market, network, sell and manage relationships.

Here is a final and somewhat provocative suggestion. Don’t put too much confidence in any diversity initiatives that don’t make a difference in your business development capabilities. Get training and coaching. Find a mentor who is committed to your success and willing to invest their time and business contacts to make you successful.

Avoid relying on good intentions and vague promises. If the program doesn’t help you to get new clients, expand your client relationships, cross-sell with your partners or build your network or business relationships, then it isn’t really helping you in any meaningful way.

Diversity programs should be like business incubators – by funding, training and supporting the efforts of these attorneys to grow their own practice. But, don’t take my word for it. Let’s hear from a true success story.

Lessons From Holly Fujie, President of the State Bar Of California

Holly J. Fujie is a shareholder in Buchalter Nemer’s Insurance Industry and Litigation Practice Groups in Los Angeles, where she focuses on complex litigation, with an emphasis on insurance and surety industry related litigation....

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