One of the most shocking things that young lawyers in private practice learn is that they are required to sell themselves. After all, if they wanted to be salespeople, they probably would not have gone to law school in the first place.
Author: Murray Gottheil
A man murders his father and his mother and is prosecuted for both crimes. He is hauled up in front of the judge and pleads guilty. When it comes to sentencing, he begs for mercy because he is an orphan. That is the classic explanation of what constitutes chutzpah.
If you are looking for other examples of chutzpah, you may be able to find them in the legal profession.
There is nothing funny about child abuse, so I hesitate to tell this story. But there is a point to it, so please bear with me.
Back in the day when parents did not see anything wrong with occasionally giving their kids a smack, there was a very young boy who believed that if he shut his eyes tightly, no one could see him. When his father was angry, the boy would close his eyes and feel safe. When he got hit anyway, he was initially shocked. But eventually he learned that hiding did not make him safe.
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Ten Days to Close
One of my best clients was a partnership between two men who I will call Ken and Gordon.
Ken was the sales guy. Gordon was the strategic thinker and administrator. The company had offices in several Canadian cities and a few U.S. states. There were a good number of companies and trusts on the corporate chart.
Ken and Gordon owned the main company, which had made money for many years and was valuable. It was financed by bank loans secured by personal guarantees of the owners.
Many years ago when I was working 1,000 hours a week and my daughter was very young, I was trying to get her to eat an apple after a busy day at work. She was having none of it. Frustration levels were rising on both sides. Finally, with tears streaming down her face, she blurted out, “I want my parents dead.”
“Blue Sky Law” refers to securities regulation. The expression is said to have originated in Kansas and refers to hucksters who could sell ‘a piece of the blue sky’ to unsophisticated farmers.
Back when I was more impressed with Big Law than I am now, we were approached by a senior lawyer who I will call Jake who wanted to leave Big Law and join our medium-sized suburban wannabe downtown law firm.
In the old days, the path to success in the legal profession seemed fairly straight forward: Get top marks; article for a good firm (the larger the better); get hired back; work a tonne of hours; become a partner.
With success came prestige and money.
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Partners Be Crazy
“It had evidently not occurred to her as yet that those who consent to share the bread of adversity may want the whole cake of prosperity for themselves.”
― Edith Wharton
I cannot think of anything more important in a law firm partnership than associating yourself with partners who share your values.
Back when I was practicing law, I considered publications like The Lawyer’s Daily to be an unwelcome but necessary evil. I would skim the headlines and case digests looking for information that I had to know to remain competent. There were many times that I did not even read news about upcoming legislation. I figured that it was a waste of time to focus on things that may never be enacted, and I could just wait until it became law to worry about it.
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On Being Decisive. Or Not.
In the 14th century, the philosopher Jean Buridan told a story about a donkey who, equidistant between two piles of hay, starved to death because he could not decide which one to eat.