The Complete Lawyer

Whether you practice at a global mega firm and handle international issues daily, or aspire to an international practice, associates working in today’s global economy must stay competitive. Here are some key strategies for thriving amidst globalization.

Poet Percy Bysshe Shelley said, “The more we study, the more we discover our ignorance.” Not surprisingly, really successful lawyers distinguish themselves by ongoing learning. Rather than resting on their laurels, they continue to learn and grow. Absorbing new information, and using this data to respond to market changes, boosts their careers.

This is particularly true for associates who are still establishing their careers. To stay marketable, associates should act like sponges, soaking up general information about other areas of the law as well as general international developments; then, they should analyze how this information might affect their clients. Being able to spot critical legal issues, even those outside the associate’s practice area, is an important skill. Having a general familiarity with other practice areas allows a young lawyer to serve clients better by bringing in additional expertise as needed.

How can you build your global knowledge base while juggling a demanding law practice? In addition to attending CLE classes and perusing internationally-focused periodicals like The Economist, you can learn on the job. Whether working on a transaction or litigation, pay attention to any legal concepts shared by attorneys with other specialties. You may not become an expert, but developing a general understanding of their field will help you—and your clients.

For attorneys aspiring to an international practice, academic credentials in the international field can enhance career possibilities. According to Charles Simon Thomas, a principal of the Paris-based search consultancy Simon Thomas, American associates can boost their resumes by doing “a post-graduate degree in Europe, as well as an apprenticeship with a reputable European firm.”

Thomas also suggests that such lawyers specialize in an easily transferable topic: “Don’t study family law if you want to work abroad. Corporate finance, Mergers and Acquisitions, Intellectual Property, and some forms of big ticket, commercial litigation would be better specialties.”

Network Actively

Wherever you go, opportunities abound to put your best lawyerly foot forward. Use discretion and tailor your behavior to the occasion. When you interact with potential clients and colleagues, be sincere, professional, and culturally aware.

Most of all, listen. As eager as you may be to sell your skills, other people probably prefer to talk about their own interests. Listening and being “other-centered” will make you more appealing. You may also uncover an unknown need of a potential client—and be able to resolve it.

One of my clients has experienced significant success just by improving his networking and listening skills. Although a gifted partner at a major law firm, he is not a natural networker. However, he made it a priority to meet people in person and listen to them rather than talking about his own practice. By taking the focus off of himself, he has become much more appealing to potential clients, and is raking them in.

Networking can’t happen if you are chained to your desk. Joining organizations such as the international sections of bar associations, international chambers of commerce, and international business organizations such as The Indus Entrepreneurs can foster connections. For more general networking strategies, read Keith Ferrazzi’s Never Eat Alone or Mark Maraia’s Rainmaking Made Simple.

Never Underestimate The Ethics Of Hard Work

The road to soaring success is paved with a strong work ethic; unfortunately, many older lawyers and clients think that younger lawyers compare unfavorably to the highly-driven baby boomers. To dispel that impression, develop a strong work ethic. Doing so will impress clients and co-workers alike.

Asked about the importance of hard work, Richard Deutsch, an associate who works on international arbitrations at Andrews Kurth LLP, commented, “Never has a cliché been more true. This should not even be an issue for someone who has chosen a career and has set goals. The level of work required to succeed should not even be an issue. I personally have had two careers that are extremely time consuming and, at times, painfully grinding (journalism, big firm law practice) and those who were at the top got there for various reasons, but mostly through hard work. You just can’t fake the results you gain through hard work.”

Working hard is critically important—but so is your attitude. When working, be dependable and positive, and a team player. Develop a friendly demeanor at work without being too personal. Do not bring your personal life to work inappropriately. Remember when working internationally that different cultures accept different levels of office fraternization and familiarity. Make sure that your behavior at the office matches the local cultural norm.