Joshua Wurtzel is a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, a Manhattan boutique law firm that represents businesses, non-profits, and individuals in complex and corporate matters. He has successfully represented public and private companies and prominent individuals in both federal and state court. With his focus on aggressive litigation and his ability to develop creative and novel solutions to complex disputes, he brings a unique, out-of-the-box perspective to his clients' most pressing legal needs.

Before joining Schlam Stone & Dolan, Josh was an associate at Weil, Gotshal & Manges LLP in its Securities Litigation and Corporate Governance group. He also previously worked as an intern for the Honorable Kiyo A. Matsumoto of the Eastern District of New York. He's a regular contributor to several legal publications (such as the New York Law Journal) and lectures on cutting-edge legal issues in the commercial real estate sector.

Bringing new clients into a law firm not only drives a law firm's growth, but can also provide you with greater professional autonomy and an increased ability to call the shots in your own career. Despite the clear benefits to becoming a consistent business developer, many lawyers don't pursue business development success or struggle to achieve it.

In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Joshua Wurtzel, a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, to discuss his experience with building a book of business. Josh shares the challenges he faced on his journey to becoming a rainmaker and explains how networking and coaching have been instrumental in refining his approach to business development, team-building, and client relationships.

2:50 - Why Josh decided to start building his book of business and the early challenges and successes he encountered

6:22 - The impact of developing his book of business on Josh's approach to client relationships

9:18 - How Josh landed his first clients and honed his networking skills

11:42 - The importance of building trust over time and different strategies for developing lasting relationships

15:22 - The business development challenges that Josh continues to focus on overcoming

18:23 - How Josh has adapted his business development strategies over time and why he prioritizes business development

25:02 - How Josh maintains the momentum of his business development efforts when immediate results don't materialize

28:07 - The importance of building a team to support business development and manage client relationships

33:59 - Advice for associates, counsel, and junior partners looking to start building their own book of business and advance in their careers

38:29 - The role of self-confidence and belief in your success as a lawyer and aspiring rainmaker

Schlam Stone & Dolan LLP | Joshua's Profile

Joshua Wurtzel on LinkedIn

Joshua Wurtzel on Instagram

Business Networking International (BNI)

USA 500 Clubs

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. 

Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Terri Adler is a visionary leader and creative attorney who focuses on the commercial real estate industry. As the Managing Partner of Adler & Stachenfeld, a boutique real estate law firm in New York City with nearly 50 attorneys, Terri has guided the firm's growth to become one of the city's leading real estate law practices.

With a wealth of experience in national and international real estate, Terri specializes in complex joint ventures and corporate real estate transactions. She is a passionate advocate for gender inclusion and mentoring women in the legal profession, helping them define and achieve their own versions of success. Terri was recently named one of Crain's New York Business Notable Women in Law for 2023, honoring her distinguished career and dedication to civic and philanthropic causes.

In an increasingly competitive legal landscape, maintaining a successful law practice requires adaptability, a strong culture, and a relentless work ethic. With law firm mergers and closures becoming more frequent, the ability to evolve is more crucial than ever to long-term success.

In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Terri Adler about her career journey, from bucking her family's expectations for her future to founding one of New York's top boutique firms. Terri shares insights on building a resilient firm culture, promoting diversity, and leading a successful real estate practice in a rapidly changing industry. She also addresses the challenges of leadership succession and talent retention in today's legal market.

2:14 - Terri's background and career journey, from Utah to New York
7:21 - Why Terri chose real estate law and one persistent challenge in the industry
11:11 - How Terri's leadership style and reputation help her close deals quickly
16:20 - The importance of strong culture and clear values in law firms
21:33 - Leadership succession and talent development challenges in the legal profession
27:39 - Terri's thoughts on shifts in the legal industry and the impact on lawyers seeking new opportunities
30:58 - How values and purpose drive the survival of smaller law firms
35:15 - One essential lesson Terri learned as an ambitious, driven lawyer that you need to hear

Adler & Stachenfeld

Terri Adler on LinkedIn

Michael Brody-Waite

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. 

Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Lawyers frequently report that they are exhausted, overloaded, or burned out. Sound familiar?

In this episode of The Lawyer's Edge podcast, host Elise Holtzman chats with Lauren Baptiste, a burnout expert and founder of Acheloa Wellness, to delve into the all-too-common issue of burnout in the legal profession. Lauren shares how to prevent burnout as well as how to recover from it.

Learn the importance of recognizing the signs of burnout, the need for self-awareness, and the differences between coaching and therapy. Lauren will also introduce you to Ayurveda, an ancient wellness system, and discuss how it can be used to understand our unique body-mind compositions and spot early burnout indicators.

Listen in as Lauren offers practical tips, like the importance of taking breaks, especially for lunch, and striking the right balance between solitude and social interaction. She also shares why it's critical for legal professionals to prioritize self-care and seek the proper support when facing burnout. Taking care of yourself is not only crucial for personal health, but is also imperative for sustaining professional efficiency and achieving success.

2:09 - Lauren's personal experience with workplace burnout and her realization of the prevalence of burnout among colleagues.

5:23 - The prevalence of burnout in the legal profession, including long hours and unhealthy habits.

7:43 - Exploring the historical presence of burnout and the recent emphasis on addressing burnout in the legal profession.

12:07 - How to identify symptoms of burnout and distinguish between general burnout and chronic burnout.

17:33 - The importance of exploring coaching and therapy, and the severity of the issue.

22:42 - Recommendations for small, daily activities to combat burnout.

Lauren Baptiste is enhancing today's work culture with a simple strategy: prioritize well-being as the "hardest-working" professionals climb the corporate ladder. As a life coach and consultant on a mission to help women level-up at work and at home, Lauren brings more than 13 years of experience in corporate culture and workplace burnout alongside her knowledge as a practitioner of Ayurveda, hormonal health and other evidenced-based modalities. This results in clients shifting from exhausted to energetic, cynical to optimistic, and ineffective to empowered.

Acheloa Wellness | LinkedIn

Niki Schaefer | How a Stroke at 38 Changed a Lawyer's Approach to Life and Work

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008. 

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at hello@thelawyersedge.com.

Verne Harnish is the Founder and CEO of Scaling Up, a global executive education and coaching company with over 180 partners on six continents. Verne chairs the annual ScaleUp Summits and serves on several boards, including Chair of The Riordan Clinic, Co-founder and Chair of Geoversity, and Board Member of the Million Dollar Women community.

Verne is the Founder of the Entrepreneurs' Organization (EO), a peer-to-peer network for entrepreneurs with over 14,000 members worldwide. He is also a keynote speaker and the Author of multiple best-sellers, including Mastering the Rockefeller Habits and Scaling Up — which has been translated into 23 languages and won eight major international book awards.

With his most recent book, Scaling Up Compensation, Verne details the importance of mastering the art of compensation to attract, retain, and motivate talent. Although compensation is one of your largest expenses, designing an effective system can be a strategic advantage.

What are the benefits of designing a non-traditional compensation plan? How do you go about crafting a plan that's right for your business? 

Many businesses within the legal industry abide by the "you eat what you kill" motto. In addition to this, many traditional leaders are not risk-takers, which makes a compensation plan shift seem impossible. However, Verne Harnish is here to share how anyone — including lawyers — can create a fair compensation plan that will attract the right talent, retain top employees, and drive success. 

In this episode of The Lawyer's Edge Podcast, Elise Holtzman is joined by Verne Harnish, Founder and CEO of Scaling Up, and Co-hosts John Corcoran, Dr. Jeremy Weisz, Joshua Chin, and Adi Klevit to talk about designing a compensation plan that's right for your business. Verne emphasizes the importance of aligning incentives with the customers' needs, shares examples of real-life companies' non-traditional compensation methods, and discusses the steps you can take to differentiate your compensation plan.

Daniel Wiig is a sought-after attorney with demonstrated expertise in the legal, nonprofit, and academic sectors. He is also Host of the Amicus Curiae Podcast, a recently-launched series from the New York County Lawyers Association (NYCLA).

By day, Daniel is the Associate General Counsel for the City University of New York (CUNY), where he handles various legal affairs affecting the largest urban university system in the US. By night, he is Chair of the Commercial and Federal Litigation Section for the New York State Bar Association.

As someone heavily involved in various associations, committees, and in-house legal practices, Daniel has a grasp on the benefits and drawbacks when it comes to deciding if in-house or private practice lawyering is the right choice for you. Whichever path you choose, he offers this advice for young and experienced lawyers alike: be involved and efficient in your professional career, but don't overextend yourself.

With so many career-building options, it can be difficult for lawyers to decide which track to take. Should they go the in-house or private practice route? Are industry associations the right way to build a career? What associations should they join? 

Daniel Wiig is here to share how lawyers can figure out their path to improvement. According to Daniel, neither in-house nor private practice are better than the other — it all depends on a lawyer's preferences. However, joining associations can help all lawyers build their network, gain referrals, and develop a positive reputation. 

In this episode of The Lawyer's Edge Podcast,  Elise Holtzman sits down with Daniel Wiig, Associate General Counsel for the City University of New York and Chair of the Commercial and Federal Litigation Section for the New York State Bar Association. Together, they discuss how Daniel's involvement in the industry has shaped his career, the differences between in-house and private practice, and how bar associations can cater to the new generation of lawyers.

Leslee Cohen is the Founding Partner of AllRise Lawyers, a boutique law firm in Chicago founded 11 years ago that helps startups, entrepreneurs, and small businesses with their early-stage fundraises, day-to-day contract needs, and mergers and acquisitions.

Leslee has over 20 years of experience as a corporate and securities lawyer. Before co-founding her firm, Leslee spent seven years on Wall Street and 13 years at a large law firm in Chicago, where she formed and led the Women's Initiative. 

In addition to providing sophisticated legal advice at fair rates, the team at AllRise cares tremendously about each other and their clients. The firm's six lawyers are all women seizing the opportunity to do high-level legal work while continuing to be hands-on moms, daughters, sisters, wives, and friends.

What does it take to become a Rainmaker? How can you deliver value and build your book of business, even if you're just starting out?

When Leslee Cohen began developing her firm, she realized that she was not alone in her journey; many other leaders fear the challenges of building a business. Now, as a successful founder, Leslee is here to share the steps she took to overcome self-doubt and grow her firm. For Leslee, the most important ways to gain confidence and develop your business are through networking, focusing on your unique selling proposition, and getting involved in industry organizations.

In this episode of The Lawyer's Edge, Elise Holtzman is joined by Leslee Cohen, Founding Partner of AllRise Lawyers, to talk about developing leadership skills and building a book of business. Leslee shares how her firm is empowering others, advice for other lawyers looking to grow, and the best practices for delivering value to your clients. Stay tuned!

Marc Luber is the Founder of JD Careers Out There and the JD Refugee coaching program. He's also a volunteer board member for the Concern Foundation, a cancer research nonprofit. Before starting JD Careers Out There, Marc used his law background in the music industry and spent the better part of the 2000s as an attorney recruiter in Los Angeles.

JD Careers Out There is a membership site for lawyers, law students, and potential law students who want to have a career they love. As a career coach at JD Careers Out There, Marc helps unfulfilled lawyers across the US get unstuck and figure out their next career move — whether that's leaving law or staying in the profession. 

There was a time when Marc felt unsatisfied in his legal career and wanted to shift to a more creative, fulfilling approach. Now, he's helping others do the same by exploring the possibilities that can transform a career path. Using a three-step formula for career fulfillment, Marc helps navigate the challenges and frustrations that many people are facing in the legal field today. He helps them explore whether it's a time to move on, pivot, or stay the course in their careers.

Sometimes, the law industry can be ruthless. Many lawyers are burned out with the lack of feedback, the rush of the billable hour, and the thankless work that never seems to end. Instead, lawyers want more collaborative work that they can be confident in, and they want their company to invest in them. But how do you know which company will fulfill these wishes? Can you still find happiness in the law industry? 

This is where Marc Luber comes in. He has crossed paths with many unhappy lawyers and helped them explore their options, market themselves, and land a career they love. This can be a frightening process for lawyers, but it will ultimately help you attain a fulfilling career and move towards the future you envision.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman sits down with Marc Luber, the Founder of JD Careers Out There and the JD Refugee coaching program. Together, they discuss why many lawyers feel unsatisfied in their work, the value of exploring a career change, and Marc's process for helping clients find the right role. Plus, Marc provides a special self-assessment questionnaire to help you figure out the right path! 

Pat Gillette is one of the country's leading experts and most sought-after speakers on gender diversity and equality. She regularly speaks at law firm retreats, conferences, ABA meetings, State Bar meetings, and industry events. Over the 40 years that Pat practiced law, she ranked as a top employment litigator and trial lawyer and was a leader and rainmaker in her firms. 

Pat's book, Rainmakers: Born or Bred, details practical tactics and strategies that can be easily implemented to enhance your business development skills. The book also includes helpful tips from rainmakers and clients across the country. 

Pat recognizes the uneven playing field for women and minorities in the legal space. That's why she co-founded the Opt-In Project — a nationwide initiative focused on changing the structure of law firms to increase the retention and advancement of women. As someone who worked her way up to become a rainmaker, Pat knows the challenges minorities face in reaching leadership positions. That's why she's dedicated to mentoring women and minorities, as well as guiding law firms in their journey to become a more diverse, inclusive, and equal workplace.

It's no secret that law industry trends are changing. People are calling on firms to take action toward gender and racial diversity and create equal opportunities for all. However, Pat Gillette says you have to go beyond training programs.

When you challenge the systemic issues, there's more opportunity for change within your organization. According to Pat, law firm leaders need to analyze how assignments are handed out, who has the lead role in trials, who gets to speak with clients, and more. So how exactly should you choose the people to be in the leadership pipeline? Traditionally, it's just a tap on the shoulder, but Pat advises that you need to cultivate a diverse pool of candidates to create visible opportunity.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman talks with author, speaker, and rainmaker Pat Gillette about enacting change to elevate women and minorities in the law industry. Pat discusses the systemic challenges in the industry, how leaders can work toward a more diverse environment, and shares advice for women and minorities looking to grow as business developers. Stay tuned!

Dina Mastellone is the Partner and Chair of the Human Resources Counseling & Compliance Group at Genova Burns LLC. She is also a member of the Employment Law & Litigation and Criminal Defense, Investigations & Compliance practice groups. 

At Genova Burns LLC, Dina works with regional and national clients, counseling them on employment matters and auditing human resources policies, handbooks, and procedures. She has extensive experience training businesses on issues involving anti-harassment, diversity policy compliance, best human resources practices, hiring, and much more.

Dina has held various positions with the New Jersey State Bar Association and the New Jersey Women Lawyers Association, where she further became an advocate for mentoring and advancing women lawyers and increasing the involvement of women in professional and charitable organizations. As a leader within these associations, Dina is here to show how they can benefit lawyers at any level in their careers.

Is the bar association still relevant today? According to Dina Mastellone, there are many benefits for lawyers who get involved in bar associations. So what are these benefits, and how can they help you build your business?

For Dina, joining industry associations helped her find friends and colleagues in her field and led to some fantastic opportunities. However, you should join an organization you are passionate about; this will allow you to be fully present in your career while gaining visibility to those outside of your firm. Dina's most impactful piece of advice for lawyers? Get involved and show up, even if it scares you.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman has a conversation with Dina Mastellone, Partner and Chair of Human Resources Counseling & Compliance Group at Genova Burns LLC. Dina explains why everyone should join an association, what she learned through her journey in a male-dominated field, and how lawyers can develop their reputation and build their business. Stay tuned! 

Michael DeLon is a #1 Amazon International best-selling author, business growth strategist, and marketing expert. He is the Experts Speak podcast host and the President of Paperback Expert, which helps business owners publish books that position them as experts in their field. 

In addition to his work at Paperback Expert, Michael provides marketing strategies and business growth coaching as the President of Reformational Marketing. He has been a speaker at the PILMMA Super Summit since 2015, and he is a contributor to the Law Practice Advisor website. Previously, Michael worked as the Audio Group Director for FamilyLife, where he helped the company spread its message out to thousands of people.

Michael is dedicated to connecting clients with their desired audience. Through Paperback Expert, he's helping business owners gain instant credibility, establish rock-solid client relationships, and generate more leads and referrals — without spending more money on advertising. Plus, Michael and the team at Paperback Expert can help you build a profitable podcast and promote you to become an Amazon best-selling author. Find out how Michael transforms ordinary professionals into recognized experts by helping them establish, market, and monetize their credibility.

Your brand's success depends not on your education or how many billboards and bench ads your firm has. When it comes to the law industry, clients care more about establishing relationships built on trust. So, how can you build trust with potential clients, even before they meet you?

According to Michael DeLon, your brand's message is key. When you share a story that's unique to you, your firm will stand out in the marketplace and attract clients, no matter the size of your company. But what if you don't have a compelling story to share? Michael says that's not true; every brand has an exceptional story — you just might need some help extracting it. That's where Michael's company, Paperback Expert, comes into play.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman sits down with Michael DeLon, the President of Paperback Expert, to discuss crafting a great brand strategy. Michael talks about the benefits of sharing your story, including generating referrals, gaining more clients, and building trust with your clients. Michael also discusses the platforms that will give you credibility and shares how his company is helping lawyers and other business owners connect with desired clients. Stay tuned.

Tracey Diamond is a Partner at Troutman Pepper, where she helps clients structure their workforces in the most efficient and effective way possible. Tracey is skilled in many areas, including workplace issues, harassment training, internal investigations, drafting policies and procedures, and negotiating employment and severance agreements. 

Before joining the firm, Tracey was Director of Human Resources and Operations for a large nonprofit organization, where she was responsible for all HR issues for over 1,000 employees. She was also General Counsel for a national retail optical company and has previous legal experience in the Southern District of New York. Tracey speaks and writes frequently about a multitude of employment law issues. She is the Editor of the Hiring to Firing Law Blog, and she is a member of Troutman Pepper's COVID-19 Response Team. 

The pandemic has affected Tracey's clients, who primarily consist of in-house counsel and HR executives across numerous industries. She's helped guide them in navigating regulations, client loyalty, remote employees, and all other challenges that the pandemic has brought about. If anyone can lead you through managing your law firm in these uncertain times, it's Tracey Diamond.

COVID-19 has heavily impacted businesses across all industries. Many are waiting for the return to normal. However, Tracey Diamond says you shouldn't assume it will be "business as usual" ever again. So, what can you do to navigate these unprecedented challenges? How can you support your employees and clients through all of the changes?

Especially with the new variants, misinformation floating around, and differences of opinion amongst colleagues, it can be hard for businesses to manage their regulations while keeping everyone happy. According to Tracey, there are a few key components you should focus on: maintaining your culture, creating a safe and sustainable workplace, concentrating on your people, and cultivating flexibility. With these elements in mind, you'll be able to set a clear path for your business and continue growing — even through the pandemic. 

In this episode of The Lawyer's Edge Podcast, Elise Holtzman has a conversation with Tracey Diamond, a labor and employment partner at Troutman Pepper, about managing your business during the COVID-19 era. Tracey shares her advice for retaining clients, avoiding "The Great Resignation" within law firms, and tending to the needs of your employees. Plus, Tracey tackles the difficult questions and legal issues around in-office, hybrid, and fully remote environments. Stay tuned.

Allison Williams is the CEO and Founder of Law Firm Mentor, a company that provides business coaching to help law firm owners become more efficient, increase revenue, and build successful firms. Allison is also the Founder of Williams Law Group, which grew to become a multimillion-dollar company in just three and a half years. 

Allison has received many accolades, including the LawFirm500 award, ranking 14th among the fastest-growing law firms in the nation, and she was voted NJBIZ's Top 50 Women in Business. She is a Fellow of the American Academy of Matrimonial Lawyers, is certified by the New Jersey Supreme Court as a Matrimonial Law Attorney, and is certified by the National Board of Trial Advocacy in Family Law. 

The motto of Law Firm Mentor is #NeverStopGrowing, and Allison intends to help attorneys do just that. While working with solo and small law firm attorneys, Allison helps them get their life back and spend less time with clients by growing their business, putting systems in place to crush chaos, and improving profitability.

Are you looking to become the CEO of your law firm? Do you want to spend less time in your business and more time on your business? 

When your name is on the door, it can be challenging to let go of control. In order to grow, Allison Williams says that you have to shift your mindset. It's not about taking what you have and handing it over — it's about training your associates and partners to execute the quality work your clients desire. Once you let go of your ego, prepare your employees and clients for the transition, and banish perfectionism. You'll be able to focus less on the exhaustive tasks and more on the impact of your business as a whole.

In this episode of The Lawyer's Edge, Elise Holtzman sits down with Allison Williams, Founder and CEO of Law Firm Mentor, to talk about finding freedom in your business. Allison discusses how systematization, team-centered processes, and effective communication can help you gain more profit while working fewer hours. She also shares stories of how sought-after lawyers escaped the demands of the practice — and how you can, too! Stay tuned.

Cole Silver is the Chief Client Officer at Blank Rome, an Am Law 100 firm that provides a full range of legal and advocacy services to clients worldwide.

Before going in-house, Cole ran his own multi-state law firm called The Silver Law Group. For over 25 years, he served as General Counsel to several high-growth companies, providing an insider's view of clients' real-world concerns and a unique market perspective that drives business and client growth.

Cole has also authored books and trained hundreds of professionals in the areas of client development and service, helping them transform their business and impact.

To succeed in this climate, Cole advises that the older generation must pay attention to the trends and adapt like their innovative younger counterparts. As the Chief Client Officer at Blank Rome, Cole provides strategic guidance to lawyers, ensuring that the client experience is memorable and exceeds their expectations in value, delivery, and results.

There are many trends directly impacting the law industry, including technological advancements, generational conflicts, as well as social, political, and cultural changes. So, what actions can your firm take to stay on top of these trends? And how can you continue driving change within your field? 

According to Cole Silver, younger, forward-thinking lawyers are succeeding because they're able to adapt. The older generations who are more resistant to change risk losing employees, clients, and the future of their business. But what can these younger and older generations learn from each other? For Cole, it's all about engaging with employees, receiving feedback, and training new leaders to build an enduring firm. 

In this episode of The Lawyer's Edge, Elise Holtzman talks with Cole Silver, Chief Client Officer of Blank Rome, about the importance of innovation. Cole discusses the ways your firm can adapt to changes, where to invest in your business, and why your clients are more valuable now than ever before. Plus, Cole shares his tips on bridging generational leadership differences while being open to industry developments. Stay tuned.

What do you think is one of the most powerful obstacles to business development success for lawyers?

Despite their busy schedules, it isn't a lack of time. It's not about the lack of money, either. It's not even that you don't know how to do it, although law school certainly didn't teach it.

Simply put: it's your mindset. It's the stories you tell yourself that stop you from taking (or fully committing to) consistent, targeted action. And it's the biggest impediment I've come across again and again with lawyers I meet.

In this episode of The Lawyer's Edge podcast, you'll learn 7 tips that will help you cultivate a successful business development mindset. I'll teach you a thought process that will inspire you to start taking action in the direction of your goals and stick with it consistently!

2:57 - What business development success and that criminal law class you took in your first year have in common

5:27 - The first thing you can do to cultivate your business development mindset for success

8:14 - Two things you need to recognize about business development and one thing you shouldn't expect to see

11:26 - The people you shouldn't listen to and the responses you don't want to give to everyone else and yourself

14:12 - A change that'll make it more likely for you to focus on and engage with business development

IGNITE Women's Business Development Accelerator 

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008. 

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at hello@thelawyersedge.com.

Pieter van der Hoeven is the Co-founder and CEO of Clocktimizer, a company that helps law firms streamline operations, improve firm-wide profitability, and build and scale pricing and legal project management teams. 

Pieter has a background as an attorney-at-law, working at firms including DLA Piper and KPN, both based in the Netherlands. During that time, he spent evenings pouring over data and spreadsheets to provide his clients with transparency, which prompted the desire to automate instead of manually transferring data. It wasn't long before the idea to begin a business came to fruition.

Pieter van der Hoeven and his team at Clocktimizer help law firms and the people within them streamline operations and improve firm-wide profitability. They can do this by optimizing data-driven technology to improve efficiency without all the messy work so you can concentrate on what matters most — the client.

Are you in a law firm that hasn't implemented any technology and feels that you're falling behind? How can software improve client relationships? What technology is out there that can help lawyers with any legal service? Pieter van der Hoeven can tell you.

Pieter van der Hoeven is the Co-founder and CEO of Clocktimizer, providing lawyers with data-driven solutions to budgeting, pricing, operations, and more. As a previous attorney and M&A lawyer, Pieter knows the changing landscape of the legal industry. It's no secret that technology is booming in law, and Pieter is here to tell you how to implement it into any firm.

On this episode of The Lawyer's Edge, Elise Holtzman has a conversation with Co-founder and CEO of Clocktimizer, Pieter van der Hoeven, about technology in the legal field. They discuss how to adopt technology into law firms, what software can do to streamline law, the intersection between technology and relationships, and much more. You won't want to miss this jam-packed episode!

Liel Levy is the Co-founder and Head of Partnerships at Nanato Media, a bilingual digital marketing agency specializing in the US Hispanic market. Nanato Media focuses on helping law firms across the country run relevant campaigns targeting local Hispanic markets. After a career in the food and hospitality space, Liel entered the marketing industry, working as the Assistant Food and Beverage Director and MUZE Restaurant Manager at Mandarin Oriental and Restaurants Manager at Meliá Hotels International.

Liel Levy is the Co-author of the book Beyond Se Habla Español: How Lawyers Win the Hispanic Market and the Co-host of the In Camera Podcast. Liel helps law firms dominate their market through ambicultural digital marketing strategies that lead to exponential business and brand growth. He has all the tools to teach you why and how to market to the Hispanic community and is here to tell you all about it.

Law firms across the country use marketing materials for advertising to clients new and old. Most probably feel confident in their marketing materials. However, there is a whole chunk of the American population that law firms often don't have the tools to market to — the Hispanic community. Liel Levy noticed this and decided to do something to change the landscape.

Liel Levy has been ingrained in Hispanic culture from the day he was born, living in New Mexico and watching his uncle create a law firm specifically for Hispanics. Now, Liel is the Co-founder of Nanato Media, a digital agency focused on helping law firms across the country run relevant campaigns targeting local Hispanic markets. He has all the tools to teach you why and how to market to the Hispanic community and is here to tell you all about it.

On this episode of The Lawyer's Edge, Elise Holtzman talks with Co-founder and Head of Partnerships at Nanato Media, Liel Levy, all about marketing law firms to the Hispanic community. They discuss increasing focus on connecting with Hispanic clients, successful marketing strategies for each sect of the Hispanic community, sensitivity and stress around effective translation, and so much more. You won't want to miss this impactful episode!

Ida Abbott is the President of Ida Abbott Consulting, a consulting firm that has served employers, individuals, partners, and law firms since 1995. Most of her current work focuses on three areas: supporting retirement transitions by helping firms create dignified retirement processes and helping individuals design happy, fulfilling futures; promoting mentoring and sponsorship; and advancing women into leadership.

Due to 40-plus years of valuable contributions as a lawyer and consultant, Ida was elected as a Fellow of the American Bar Foundation and a Fellow of the College of Law Practice Management, among so many other leadership positions she holds.

Ida's best-selling book, Retirement by Design, was named one of the six best books on retirement and aging by the Wall Street Journal in 2020. Ida Abbot has been recognized nationally and internationally as a thought leader and innovator in developing, retaining, and managing legal talent.

Are you thinking about the prospect of retirement — whether it's in the near or distant future? Do you want to know how to process and plan for retired life effectively?

According to retirement expert Ida Abbott, contrary to popular belief, the transition into retirement typically isn't like riding into a sunset. Instead, the process of retiring is long, difficult, and emotionally-taxing. However, there are many ways to prepare for a new way of life in retirement and help soften the transition financially, emotionally, and mentally. In fact, that's exactly where Ida comes in: to help people plan for retirement, regardless of age, socio-economic class, or career path. So, how can you start to prepare for retirement today to create an easier transition down the road?

In this episode of The Lawyer's Edge Podcast, Elise Holtzman sits down with Ida Abbott, the President of Ida Abbott Consulting, to discuss the importance of planning for retirement. Listen in as Ida talks about her background in the legal profession, why people often avoid thinking about — and planning for — retirement, and some key factors to consider now before retiring later. Stay tuned! 

Erin Lawler is the Head of M&BD, Americas at Hogan Lovells, an international law firm that operates at the intersection of business and government. She has over 20 years of experience in Am Law 100 firms, and this is her third leadership role at Hogan Lovells. Erin has established "best in class" client programs and increased collaboration in her previous role as the Global Head of M&BD Operations and Business Management. 

Prior to Hogan Lovells, Erin worked in Business Development for Norton Rose Fulbright and WilmerHale, where she developed client retention strategies and other programs to drive revenue growth. Erin lives in Connecticut with her partner and their eight-year-old daughter.

The pandemic disrupted life and business as we know it, including the legal industry. A business that was once face-to-face needed to adjust to virtual contact. This change created a lasting impact on how to engage with clients. How did the pandemic impact your business?

Professional services that were dependent on interaction needed to reassess, and Erin Lawler saw an opportunity for improvement. Coming out of the pandemic, she realized the mechanisms of client communication needed to change. Erin implemented the use of client feedback by changing the mindset of how to conduct a client listening session, and she uses it to strengthen and establish strong relationships to improve the legal industry.

In this episode of The Lawyer's Edge, Elise Holtzman is joined by Erin Lawler, Head of M&BD, Americas at Hogan Lovells, to discuss the impact of client communication. Erin has over 20 years in the industry and is passionate about providing top-level client services. Together they discuss how to focus on business objectives and imperatives, establishing credibility, and delivering top-level client service through feedback. Stay tuned!

Stacey Brown Randall is the Founder of the Brown Randall Group, where she helps business owners generate referrals without asking. As a self-proclaimed Referral Ninja Master, Stacey brings her decades of experience in talent management, marketing, and strategy to teach clients her 5-step formula for gaining referrals in a way that honors and fosters relationships. 

Before starting her company, Stacey was an Adjunct Professor at Queens University of Charlotte and Chief Talent Officer at HF Financial, among many other executive roles. Stacey is the author of the award-winning book Generating Business Referrals Without Asking and has been recognized in Forbes, Entrepreneur Magazine, and Business Daily.

Do you struggle with feeling bothersome or needy when attempting to get referrals? Have you considered throwing that marketing strategy out the window? You won't worry anymore after meeting Stacey Brown Randall. 

Stacey Brown Randall was working in a corporate job when she decided to leave it all when she discovered the magic of referrals. She now teaches business owners and sales professionals the secrets to generating referrals without even asking, and she's here to tell you all about it.

In this episode of The Lawyer's Edge, Elise Holtzman has a conversation with the Founder of the Brown Randall Group, Stacey Brown Randall, about the world of referrals. They discuss why referrals matter, steps of the referral process, consistency and growth in marketing, and so much more. Stay tuned!

Chelsea Bonini is the Chief Legal Officer for the Conscious Inclusion Company, a woman-owned, minority-operated business dedicated to helping organizations do well from a business perspective while encouraging equality in the workplace. Chelsea founded her law firm, Kiski Law, in 2010 and serves as the CEO. She is also the Chief Legal Officer at Freeman Means Business. 

Chelsea was recently elected to the San Mateo County Board of Education in California and serves on the county's Commission on Disabilities. Chelsea Co-founded a nonprofit in 2017 called Not Without Us, which is dedicated to increasing awareness of ableism and to inspiring community action to ensure that all persons with disabilities have equitable and inclusionary opportunities for success in life. 

Diversity, equity, and inclusion should be at the forefront of any workplace's values. However, many legal practices put DEI at the back of their minds, especially when it comes to upper management. How can law firms increase awareness about DEI and create change for the better? Chelsea Bonini can tell you how.

Chelsea Bonini advocates for education, housing, mental health awareness, disability rights, and inclusive communities. She has spent her vast career working as a Chief Legal Officer and lawyer at companies dedicated to inclusion and giving people with disabilities equal opportunities. She's here to talk about improving DEI awareness and give you tips on how you can rid your unconscious bias.

In this episode of The Lawyer's Edge, Elise Holtzman talks with Chief Legal Officer at Conscious Inclusion Company, Chelsea Bonini, all about diversity, equity, and inclusion in the workplace. They discuss the importance of understanding DEI and ableism, our collective unconscious bias, how law firms can make a difference, and much more. Stay tuned! 

Dr. Heidi Gardner is the Co-founder of Gardner & Co, a research and advisory firm that helps clients across professional services, industry, government, and nonprofit drive change through smarter collaboration. In addition to this, Dr. Gardner is a Distinguished Fellow at Harvard Law School and a Faculty Chair of the school's Accelerated Leadership Program and Sector Leadership Masterclass. She was previously a professor of Organizational Behavior and the Assistant Professor of Business Administration at Harvard Business School.

Dr. Gardner is also the author of multiple books and academic articles, including the best-seller, Smart Collaboration. She has worked on four continents and has served as a Fullbright Fellow, the Engagement Manager for McKinsey & Company, and more.

How can lawyers improve their collaboration skills, especially when working in different sectors of law? And, what are the benefits of working more collaboratively in 2021 and beyond? Ask Dr. Heidi Gardner, a renowned expert on smart collaboration. 

Dr. Heidi Gardner has spent years researching smart collaboration and how it relates to lawyers. She discovered that by collaborating more intentionally and deliberately, lawyers and law firms can reap a number of rewards — from financial to cultural. With her advisory firm Gardner & Co, Dr. Gardner helps firms achieve success through smart collaboration, and now she's here to share her tips with you.

On this jam-packed episode of The Lawyer's Edge, Elise Holtzman sits down with Dr. Heidi Gardner, the Co-founder of Gardner & Co, to talk about everything you need to know about smart collaboration. They discuss Dr. Gardner's tips for building an inclusive workplace culture, why firms should implement industry groups, and how to utilize smart collaboration to drive change and achieve success today. Stay tuned!

Sarah Nichols is the Founder and Managing Attorney at Nichols Law, P.C. Sarah has over 20 years of experience in HR and employment law and provides effective legal representation to employers and employees alike. Before founding her own firm, Sarah worked at Ogletree Deakins as an Employment Attorney. 

Sarah has held many positions in the legal field at firms such as Littler Mendelson P.C., Fisher & Phillips, LLP, and Morrison & Foerster LLP. She has also worked as a Lecturer of Law at UC Berkeley and an Adjunct Fellow at the University of California's Hastings College of the Law. Sarah is a skilled public speaker, author, coach, and the host of her own podcast, The Women's Advocate.

The topics of sexism and workplace discrimination are never easy to bring up. If you're a member of the legal industry, you may have experienced it firsthand — or seen it happen to female colleagues. While it's easy to feel as though you have no voice, Sarah Nichols is here to change all that.

As a seasoned attorney and the founder of her own employment firm, Sarah helps both employers and employees with cases of wrongful termination, discrimination, and more. She's a strong advocate for women's rights and is passionate about helping women navigate complex and frustrating workplace challenges. So, what is Sarah's advice to women looking to gain confidence and become better advocates for themselves at work? 

On this episode of The Lawyer's Edge, Elise Holtzman sits down with Sarah Nichols, the Founder and Managing Attorney at Nichols Law, P.C., to talk about her strategies for becoming a stronger advocate for yourself in the workplace. Together, they discuss common challenges women face at work, how to effectively negotiate your salary, and why employers need to invest in diverse teams. You won't want to miss this episode!

Vishal Agnihotri is the Chief Knowledge Officer at Hinshaw & Culbertson LLP, a national law firm with over 400 lawyers. Hinshaw & Culbertson LLP delivers a sophisticated legal practice with emphasis in litigation, consumer financial services, environmental law, and much more. As the CKO, Vishal oversees the firm's knowledge management, legal product management, and research services. 

Before joining Hinshaw & Culbertson LLP, Vishal held a variety of executive leadership positions, including Chief Knowledge Officer at Akerman LLP and Associate Director of Global Knowledge at KPMG. She has also served as an Advisory Board Member for Rutgers Business School and Bloomberg BNA.

Why does knowledge management matter in the legal industry? How can legal professionals effectively navigate the spread and growth of technology in 2021 and beyond? As Vishal Agnihotri says, it's all about wielding the right information at the right time. 

As a Chief Knowledge Officer in the legal field, Vishal has seen technology grow exponentially in the past two decades. She explains that information is power — as long as you know how to wade through the excess to find the right data. Now, she's here to share her expertise on knowledge management and explain how you can leverage the information explosion happening at this very moment.

On this exciting episode of The Lawyer's Edge, Elise Holtzman talks with Vishal Agnihotri, the Chief Knowledge Officer at Hinshaw & Culbertson LLP, about how to navigate the spread of technology and information overload in the legal field. They discuss why knowledge management is essential for lawyers, how to adapt to ever-evolving technology, and her tips for leveraging data to gain a competitive advantage in your field. Stay tuned! 

Mary Abbajay is the President of Careerstone Group, LLC, a full-service organizational and leadership development consultancy that delivers leading-edge talent development solutions to business and government. Mary has over 20 years of leadership experience and is a frequent contributor to print, radio, and television publications such as Forbes, The New York Times, and the BBC. 

In addition to this, Mary currently serves on the Greater Washington Market President's Board of BB&T Bank and is a past Chairman of the Board for Leadership Greater Washington. She is also the author of the best-selling book, Managing Up: How to Move Up, Win at Work, and Succeed with Any Type of Boss.

Do you get along with your boss? If not, how much do these workplace relationships impact your career trajectory? And, what are some strategies to start improving your communication with your managers—especially if you're working remotely?

While there's no blueprint for workplace relationships, getting along with a boss may be more important for your career than you think. With over 20 years of leadership experience, Mary Abbajay is an expert in all things managing up. As she says, the people above us have a huge amount of influence over our workplace opportunities and success. Today, Mary's here to outline everything you need to know to have a better relationship with your boss and start managing your way up in your organization.

On this episode of The Lawyer's Edge, Elise Holtzman talks with Mary Abbajay, the President of Careerstone Group, LLC and author of the best-selling book, Managing Up: How to Move Up, Win at Work, and Succeed with Any Type of Boss. Mary discusses the concept of managing up and shares her tips for dealing with difficult bosses, avoiding toxic workplaces, and communicating effectively while working remotely. Stay tuned! 

Professional opportunities abound for women lawyers, yet many women hesitate to pursue their dream of starting and owning a law practice. Many of those who do take the leap still struggle with building their business into a saleable asset that supports their lifestyle (both now and in retirement).

Before my guest, Davina Frederick, started her law firm in 2007, she worked in professional services marketing. Thanks to her familiarity with marketing and litigation and the struggle she saw other women law firm owners have with building sustainable practices, she rebranded in 2020 to serve them as a law firm growth strategist and business coach. Now, she helps women lawyers achieve their goals and overcome challenges in their professional and personal lives.

In this episode of The Lawyer's Edge podcast, you'll learn about the importance of starting and scaling your practice, the consequences of not building your business into an asset, and why women lawyers too often shy away from going into business for themselves. Davina will also give you an outline of her framework for scaling your law firm business to $1,000,000 or more.

2:31 - Why it's so important for women to scale their law firms instead of staying solo

5:54 - Advantages for women lawyers who start and scale their own practice instead of working in others

10:40 - Why many women lawyers think smaller than they should about what's possible for them

13:57 - How your upbringing and early career can have an impact on what you decide to do for yourself

18:29 - How your money story can be a big obstacle to growing wealth through scaling your practice

22:26 - The internal aspect you can always change that drives what you choose to focus on (even if you have external obstacles in your way)

28:56 - Why there are more opportunities than ever to get support, make connections, and achieve success

30:56 - Davina's framework for scaling your law firm to seven figures or more and the journey that led to its creation

40:50 - The only thing that matters when it comes to owning and scaling your business and what gets you to the next level

Davina Frederick is a Florida-licensed attorney, law firm growth strategist, and business coach for women law firm owners.

She graduated from the University of Central Florida in Orlando, FL, with a B.A. in journalism, and she received her J.D. from Barry University Dwayne O. Andreas School of Law in 2007. Prior to starting her own law firm in 2007 and growing it successfully during the 2008 recession and its aftermath, she enjoyed a career as a professional services marketer. In 2013, she founded D. Frederick Media and Marketing, LLC, with the goal of helping professional service business owners implement their marketing strategies. However, she quickly discovered that most did not even have a strategy! She then began to work with her clients to develop strategic growth plans for their businesses and to coach them through implementing these plans, including how to market and sell, cultivate A+ teams, and set up systems-based businesses.

Since most of Davina's clients were women law firm owners who wanted the inside scoop on how Davina had successfully created and scaled her own law firm, she began to focus on serving just women law firm owner clients. In 2020, Davina rebranded her company to reflect this shift, creating Wealthy Woman Lawyer®. Wealthy Woman Lawyer® assists women law firm owners scale their law firms into $1M+ wealth-generating businesses without overwork or overwhelm.

Davina is the author of two books: The Wealthy Woman Lawyer's Guide to Law Firm Marketing in the Virtual Age: 10 Bold Actions to Take Now to Attract Your Ideal Clients with Total Ease and The Wealthy Woman Lawyer's Guide to a Systems-Driven Law Firm Business: 7 Essential Systems You Need to Take Back Your Time, Avoid Burnout, and Create Lasting Wealth. She's also the founder and host of the Wealthy Woman Lawyer podcast—the #1 podcast for Women in Law in the U.S. Davina believes all women lawyers deserve to be wealthy women lawyers if that is their desire. Women lawyers, particularly women law firm owners, work too hard to serve others, not to live fulfilled, prosperous, and enriched lives.

Wealthy Woman Lawyer | LinkedIn

Wealthy Woman Lawyer Podcast

"The Dirty Word No Law Firm Owner Wants to Utter" | Wealthy Woman Lawyer Podcast

"The Lawyer's Edge with Elise Holtzman" | Wealthy Woman Lawyer Podcast

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008. 

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress. 

To get connected with YOUR coach, just email the team at hello@thelawyersedge.com.

Kate Mortensen is the Chief Legal Officer at Xact Data Discovery (XDD), a leading international provider of eDiscovery, data management, and managed review services for law firms and corporations. In this role, Kate is responsible for leading corporate strategic and tactical legal initiatives, managing outside counsel, and offering support across all business units. 

Kate is also the Assistant Director for the Phoenix chapter of Women in eDiscovery, a nonprofit organization that facilitates advancement, change, and leadership for women professionals in the legal and technology industries. Before this, Kate held executive roles at various other law firms and corporations and ran a travel blog while traversing through South America with her husband.

Are you looking to make a change in your career? Have you wanted to explore an executive role, but don't know how to pivot out of your current position? Do you want to be more intentional with your personal and professional goals? Kate Mortensen did, and now she is the Chief Legal Officer at Xact Data Discovery. 

Kate was a litigation lawyer for 12 years before realizing she needed a change. Having both an MBA and JD, she decided to switch gears and take on more business-related roles at various corporations—but she still wasn't sure exactly which path to take in her career. Then, in 2015, Kate and her husband dropped everything and trekked across South America for over a year. Kate returned to the States with a renewed spirit, professional clarity, and a fresh set of career goals.

On this episode of The Lawyer's Edge podcast, host Elise Holtzman talks with Kate Mortensen, the Chief Legal Officer at Xact Data Discovery. Kate discusses her journey from litigation lawyer to business executive, the life lessons she learned from her trek across South America, and her tips for succeeding in an executive role. She also shares everything you need to know about eDiscovery in the legal industry. Stay tuned.

Michael Swanson is the Chief Executive Officer and Chairman of the Board of Directors at Advocate Capital, Inc., a litigation finance firm that provides funding to law firms, lawyers, and plaintiffs for legal disputes. Michael's daily role covers a wide variety of responsibilities, including client relations, strategic planning, marketing, and public relations. 

Before joining Advocate Capital, Inc., Michael was the President of Wellgen Standard LLC, a private equity firm, and the Vice President and General Manager of Champion America, Inc. Michael is the author of How David Beats Goliath: Access to Capital for Contingent-Fee Law Firms, and he also hosts the How David Beats Goliath Podcast.

Where do you turn when you don't feel confident about the finances of your business? Is there a way to gain capital outside of your firm? Most importantly: what do you need to know in order to stop stressing about your finances in 2021?

As the Chief Executive Officer of Advocate Capital, Inc., Michael Swanson knows that lawyers often struggle with financial and business issues. That's why he decided to help lawyers manage their financials so they can get the best possible results for their clients and their businesses. With his expertise and insights, you can be more confident about your finances—without having to become an accounting expert. 

On this episode of The Lawyer's Edge podcast, host Elise Holtzman sits down with Michael Swanson, the Chief Executive Officer and Chairman of the Board of Directors at Advocate Capital, Inc., to discuss everything lawyers need to know about loans, capital, and finances in 2021. Michael outlines common mistakes lawyers make when dealing with finances, his tips for applying for a loan, and the importance of increasing your net worth outside your law firm. Stay tuned.

Shawn Swearingen is the Chief Innovation Officer at Faegre Drinker Biddle & Reath LLP, a top 50 law firm with locations across the US, the UK, and China. In this role, Shawn collaborates with the executive and operations leadership teams to create a culture of innovation and design. Shawn has an ITIL Foundation Certification and a white belt in Legal Lean Sigma, and in 2011 she was awarded the Minnesota Lawyer Unsung Legal Hero award. 

Shawn previously held the position of Senior Director of Technology at Faegre Drinker. With a focus on e-discovery and research, she led teams responsible for intranet, document automation, project management, legal process improvement, and more.

Is there a tried-and-true way to build personal connections between practice groups at your law firm? How can design thinking improve the way you approach and understand your clients' needs? And, what does a Chief Innovation Officer do for a firm? Discover the answers to all of these questions and more on this episode of The Lawyer's Edge podcast with guest Shawn Swearingen! 

Shawn is an expert at building stronger relationships—both between teams and between lawyers and their clients. As the Chief Innovation Officer at Faegre Drinker, she has implemented a variety of innovative systems and processes to improve her firm's workplace culture and drive it's success. As she says, it's all about communication, collaboration, and working toward the same big picture goals.

Shawn Swearingen, the Chief Innovation Officer at Faegre Drinker Biddle & Reath LLP, joins Elise Holtzman in this episode of The Lawyer's Edge to discuss her strategies for creating a culture of innovation at your law firm. Shawn talks about the importance of maintaining a communal workplace culture, how to shift your focus to design thinking, and why lawyers should put trust in their operational leadership teams. Stay tuned for more!

Kelly Purcaro is a practicing attorney and Partner at A.Y. Strauss, a law firm based in New York and New Jersey. She is Co-chair of the Litigation Group, specializing in complex and commercial litigation across the United States, as well as the Chair of the Class Action practice group. Kelly has over a decade of experience as a skilled trial lawyer and dynamic litigator, representing both individual and institutional clients on matters including consumer fraud, breach of contract, commercial disputes, and more. 

Before pursuing law, Kelly earned a Master of Social Work at Rutgers University and served as the Director of Government Relations for a non-profit. In addition to her current role at A.Y. Strauss, she also works as a pro bono attorney for victims of domestic violence, serving trial counsel through Alternatives to Domestic Violence (ADV) in New Jersey.

Is there a set path to becoming a lawyer? How do you choose your niche in the field? And, is defense work really the dark side of practicing law?

When Kelly Purcaro first began her path to becoming a lawyer, she had a degree in social work and a dream. Now, after years of hard work and a wide variety of side jobs, Kelly is a Partner at A.Y. Strauss, where she specializes in complex civil and commercial litigation. For Kelly, there was no set path to practicing law, and even now she tries to trust her gut when it comes to the evolution of her career. So, what is Kelly's advice to new or practicing lawyers looking for their niche in the legal field?

On this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Kelly Purcaro, Partner at A.Y. Strauss, about her unique path to becoming a Rainmaker for her firm. Kelly discusses her experience as both a plaintiff and defense attorney, how being a woman shaped her career, and why giving back is a vital aspect of her role as Rainmaker. Tune in for all this and much more!

Uri Gutfreund is the Founder and Moderator of The Managing Partner RoundTable™, a proactive forum where law firm leaders can share their best practices and seek advice from their peers. This unique program has quickly become a leading venue for thought leaders in the legal industry and is the largest regional peer-to-peer professional development group. Uri is a frequent speaker at legal industry conferences and Bar Association events and writes on law firm leadership, business practices, and risk management.

Uri is the National Law Firm Practice Leader at Risk Strategies, a top 15 National Insurance Brokerage. At Risk Strategies, Uri is responsible for the development and execution of insurance and risk management services for the company's law firm clients.

How open are you with other lawyers in your field? Do you like to share your insights with your peers, or would you rather keep things close to your chest? 

When Uri Gutfreund first started The Managing Partner RoundTable™, he was faced with this obstacle: will industry leaders be willing to share their strengths? What about their failures? After some strategizing, he discovered that when the members of a group aren't in direct competition with one another, the answer is yes—and then some. So, what are the benefits of opening up to your peers, and how can you start making more valuable connections in 2021?

Join Elise Holtzman in this episode of The Lawyer's Edge as she sits down with Uri Gutfreund, the National Law Firm Practice Leader for Risk Strategies and the Founder and Moderator of The Managing Partner RoundTable™. Together, they talk about what inspired Uri to create The Managing Partner RoundTable, the insight he's gleaned from his conversations with managing partners, and the trends he foresees in the legal industry for 2021. Stay tuned for more!

John Mitchell is a lawyer, leader, and the Owner of KM Advisors and Quandary Consulting. John is also a Member of the Core Faculty for the Fellows Program at the Leadership Council on Legal Diversity and an Advisory Board Member and Co-Creator of the CBA Leadership Institute for the Chicago Bar Association. 

Known as "The Purple Coach," John specializes in helping lawyers and unsung leaders discover and maximize their leadership potential to continuously develop themselves in pursuit of changing the world. In addition to helping individuals, John also works with organizations to create and maintain a culture that attracts and retains the best talent in the industry.

What does resilience look like to you? Is it the ability to roll with the punches? To keep your head above water? To persevere no matter what? More importantly, how are you and your team staying resilient in the face of the current social, medical, and global crises? 

For most people, the answer is pretty simply: resilience is the ability to bounce back. But, John Mitchell's take goes a bit deeper. John explains that resilience is the ability to move forward and end up in a better place after your setback. He's focused on helping his clients not just overcome the challenges of the past year, but become better leaders because of them. How can you apply this definition of resilience to your team, so you can grow stronger in the new year?

In this episode of The Lawyer's Edge, Elise Holtzman sits down with John Mitchell, a lawyer, leader, and the Owner of KM Advisors and Quandary Consulting, to talk about building resilience in the face of adversity. John discusses the successes and failures he's seen in the leadership response to COVID-19, the various ways technology can help—and harm—company culture, and the importance of taking care of your mental health. Keep listening for more of John's winning leadership strategies!

Mark Goldstein is a Partner at Reed Smith's New York Labor & Employment Group, where he helps companies in New York and around the world manage their workplace needs. Mark defends employers in a wide range of employment litigation matters and advises clients on a variety of day-to-day and big-picture workplace issues, including policy development, risk assessment, and litigation avoidance. 

Mark is also a passionate mental health and wellness advocate, particularly in the legal profession. He has written for numerous legal publications, speaks at conferences and Bar Association events, and was recently selected as a member of ALM Media/Law.com's Mental Health Advisory Board. 

When you're feeling physically ill, do you call out of work for the day? What about when you're not feeling well mentally? Do you still reach out to your firm when you need to take time off to work on your mental health?

In the legal industry, and within BigLaw in particular, there is often a badge of honor for working yourself to the bone. Lawyers are lauded for lack of sleep, long hours, and neglected vacation time. But, this type of work environment is a recipe for burnout—and a serious detriment to your mental health. Mark Goldstein, Partner at Reed Smith, says that while physical ailments and mental health issues may appear different, both should be handled with respect in the workplace. 

In this episode of The Lawyer's Edge, Elise Holtzman sits down with Mark Goldstein, Partner at Reed Smith's Labor & Employment Group, to talk about mental health in the legal industry. They discuss Mark's experience diagnosing, treating, and maintaining his mental health, the advocacy work he's done in the years since his diagnosis, and how being open about his health has opened doors for him in his career. Plus, Mark shares some practical tips on how you can address your mental health in the workplace.

Jeffrey Stern is the Co-Chair of Structured Finance Practice at Winston & Strawn LLP, an international law firm with over 900 attorneys in financial hubs around the world. Jeffrey has more than 25 years of experience in structured finance and derivatives, focusing on bespoke transactions and esoteric assets. 

Jeffrey is a regular writer and speaker on topics related to structured finance and previously served as the Chair of the Structured Finance Committee of the New York City Bar Association. Before entering law, Jeffrey performed as a jazz pianist, studied the Old Testament in Jerusalem, and worked in a commercial bakery.

How did you enter the legal industry? Did you always know you wanted to practice law? Or, did you pivot from a previous career? We all know that there are many different paths to becoming a lawyer. But, what is not as often discussed are the advantages of working in a different sector before going to law school or joining a practice. 

Jeffrey Stern lived multiple lives before becoming a practicing attorney—from studying the Old Testament in Jerusalem to working in a commercial bakery for a year. According to him, this unique background not only gave him invaluable life experience, but it also helped him grow and succeed in his law practice. 

Join Elise Holtzman in this episode of The Lawyer's Edge as she talks to Jeffrey Stern, the Co-Chair of Structured Finance Practice at Winston & Strawn LLP, about his path—and ultimate success—in law. They discuss lateral hiring, Jeffrey's strategies for success in business development, and the due diligence necessary for maintaining healthy and successful relationships with your clients and colleagues. Stay tuned!

Jennifer Rosa is a Partner in the New York office of Mayer Brown's Litigation & Dispute Resolution Practice. Her practice focuses primarily on the banking and financial services sector where she represents financial institutions in complex commercial and securities litigation in federal and state courts. Jennifer's experience also includes representing clients in government agency proceedings and internal investigations. 

Jennifer is an active participant in Mayer Brown's Women's Forum, hiring committee, and mentoring and training programs. She is also one of the leaders of the New York office's wellness initiatives and a board member of the Fordham Law Alumni Association. 

It's a new year, which usually means one thing: resolutions. Now is the time to think about the things we'd like to change, the habits we'd like to make and break, and the ways we can continue evolving for the better—both personally and professionally. 

For those of us in demanding careers like law, these resolutions usually center around how we can improve our work practices. But, what about our health? According to Jennifer Rosa, one of the best ways to be a better lawyer in the new year is to prioritize your mental and physical health and wellness. 

In this episode of The Lawyer's Edge, Elise Holtzman sits down with Jennifer Rosa, Partner at Mayer Brown's New York office, to talk about an important trend in the legal industry: health and wellness. Together, they discuss Jennifer's journey prioritizing her health after a cancer diagnosis, the changes she's made in her professional and personal life since then, and the key to developing new habits—and making them stick. Keep listening for more!

Lori Marks-Esterman is a commercial litigator and the Chair of the Litigation Practice Group at Olshan Frome Wolosky LLP. Lori has more than 20 years of expertise in litigating complex commercial disputes and has substantial trial experience in New York's commercial divisions and the Delaware Chancery Court. She represents a wide range of clients, including hedge funds and private equity companies, shareholder activists, and real estate developers. Her practice emphasizes corporate governance disputes, mergers and acquisitions litigation, director and officer liability, and more. 

Lori is a Fellow of Litigation Counsel of America, an invitation-only trial lawyer honorary society. She was named in Notable Women in Law by Crain's New York Business, and frequently appears in the New York Super Lawyers list.

How do you move up the leadership ladder at your firm? Do you jump at any opportunity presented to you at the drop of a hat? Or do you hang back and wait until someone approaches you personally with an offer?

According to Lori Marks-Esterman, Chair of the Litigation Practice Group at Olshan Frome Wolosky, you're doing your career—and yourself—a disservice if you're doing the latter. In her 20 years as a seasoned trial attorney, she has progressed from Litigator to Partner, and she did this successfully despite being in contradiction to senior professionals. What made her so successful in navigating her way through a cut-throat business and profession?

In this episode of The Lawyer's Edge, Elise Holtzman interviews Lori Marks-Esterman, Chair of Litigation Practice Group at Olshan Frome Wolosky, about her strategies for progressing to a leadership role at her firm—and how you can do the same in yours. Lori also discusses whether women approach leadership differently, the biggest and most common obstacles between you and career advancement, and why she believes it's okay to ask questions as long as you come prepared before you approach anyone with them.

Do you struggle to connect with audiences in your public speaking engagements and legal presentations? You can continue to struggle or learn how to be a more engaging and memorable presenter.

Valerie Madamba knew she had to overcome a huge learning curve as a public speaker if she wanted to be happy and successful as a lawyer. Once she figured out how to connect with an audience and help them solve their problems, she started learning to love being on stage and owning that as part of her career development.

Now, having gone from regulatory lawyer to legal presentation coach, Valerie has so many great tips, suggestions, and pieces of advice to help you stand out as a thought leader, public speaker, and presenter. And she's here to talk about the benefits of public speaking as a lawyer who's a go-to expert in your field.

In this episode of The Lawyer's Edge podcast, you'll learn about how to raise your profile as a visible expert and be known as a leading authority other people seek out. You'll discover why stories are such a critical vessel and how to use them in your presentations, the most common mistake to avoid in presentations, and steps you can take to begin building a better experience for your audience.

1:10 - The surprising thing that sparked Valerie's interest in presentations and public speaking

4:09 - Why lawyers need to be persuasive speakers, elevate their voices, and tell stories that people will remember

11:53 - The mistake lawyers make when they deliver their presentations and how to flip it around so that you increase engagement with your material

18:02 - Where to start if you want to create more engaging presentations and present on a complex topic without dumbing it down

26:04 - Public speaking trends that have emerged post-pandemic and the impact they're having on attorneys

30:25 - Suggestions for making conversations more comfortable for people who are asked to share their experiences

34:27 - One thing you have to be prepared for as the person leading the presentation

36:13 - One thing to keep in mind when delivering engaging presentations that position you as a leading authority in your practice area

Valerie Madamba brings a wealth of experience as a former food and drug regulatory lawyer, having navigated roles in the federal government, Biglaw, and in-house settings. Founding her own legal presentation coaching consultancy, Valerie now resides in Brussels with her family, assisting lawyers worldwide in refining their presentation skills to bolster their practices and brands.

Valerie Madamba

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008. 

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at hello@thelawyersedge.com.

Andrea Markstrom is the CIO at Taft Stettinius & Hollister LLP, a law firm with over 600 attorneys located in the Midwest. As CIO, Andrea is responsible for leading firm-wide technology and security initiatives across all tax practices and geographies. She has more than 25 years of technology leadership experience, including 15 years in the legal industry. Before entering the legal space, Andrea spent 13 years leading technology departments for the Target Corporation.

A recognized leader in her field, Andrea was awarded the NYC CIO of the Year Award from the CIO Inspire Leadership Organization in 2019. She is also the Founder and CEO of i.WILL (Inspiring Women Igniting Leadership & Learning), a professional women's networking organization focused on mentoring, advancing and supporting women in their careers.

How did your firm handle the onslaught of COVID-19? More likely than not, there was a bit of scrambling. But, after the initial shock of what was going on, was your practice able to take on the challenges presented by the pandemic—and turn those obstacles into opportunities?

CIO Andrea Markstrom was quick to find the silver linings and organizational opportunities in 2020. As a renowned technology leader, she is no stranger to innovation, and her responses to the changes at her firm were no different. So, what are Andrea's expert strategies for implementing a bit of fun, unity, and authenticity during a crisis? 

In today's episode of The Lawyer's Edge, Elise Holtzman sits down with Andrea Markstrom, the CIO of Taft Stettinius & Hollister LLP, to talk about how her firm was able to adjust—and improve—as a result of the COVID-19 pandemic. Together, they discuss the changing role of a CIO, the importance of knowledge management and knowledge sharing systems, and the challenges Andrea has faced as a woman in her career—and how she's working to empower others. Stay tuned!

Ben Lieber is the Founder and Managing Partner of Potomac Law Group, an all-remote national law firm with an innovative approach to law firm management and technology. Ben has wide-ranging experience in both business and law, having practiced as a Strategy Consultant at McKinsey & Company, a Tax Attorney at Covington & Burling, and General Counsel of several private companies before founding Potomac Law Group in 2011. 

Ben received his bachelor's degree in Engineering from Cornell University and his J.D. from Georgetown University, where he was a member of the Georgetown Law Journal.

With the pandemic forcing many industries to change the way they work, the legal industry has had to scramble to find ways to continue providing clients with quality service and representation from their own homes. For many law firms, learning how to operate in a virtual world has been a new and challenging obstacle in 2020. 

However, this isn't all that new for some: Ben Lieber created a firm with a virtual model before COVID-19 ever happened—10 years before, to be exact. So, what is Ben's advice to law firm leaders and attorneys who are currently faced with the challenge of transitioning to remote work?

Elise Holtzman is joined by Ben Lieber, the Founder and Managing Partner of Potomac Law Group, in this episode of The Lawyer's Edge. Together, they discuss the legal industry's current transition to remote work and what inspired Ben to shift to a virtual workplace almost 10 years ago. Ben also talks about the role technology has played in his law firm's success and the lessons he has learned along the way. Keep listening!

Anushree Bagrodia is a Vice President for Mastercard and the Lead Lawyer for Mastercard's Legal Transformation department. She leads a global cross-functional team to identify and implement contract processes, technology, system efficiency, and transformation. Anushree has held several roles for Mastercard between New York and London and has also worked in mergers and acquisitions and commercial transactions at Sidley Austin's London office.

In addition to her work as Vice President, Anushree has volunteered her time as Chair of the Mastercard UK Women Leadership Network. She is currently an active member of the Asian American Bar Association of New York and sits on the Finance Committee of the Leadership Council on Legal Diversity (LCLD).

How did you decide on your career path? Did you seek out advice from a trusted mentor? Maybe you knew someone who was also a lawyer and felt an attraction to the field? Or, did you simply say "yes" to every opportunity that presented itself to you?

Anushree Bagrodia has traveled far and wide throughout her career, handling different roles at each turn. Her work has taken her from India to London, and then to New York—and while she admits that there was a fair bit of risk-taking involved in her decision-making, she also believes that there was another element at play each time she met a fork in the road: intention. 

Listen to this episode of The Lawyer's Edge as Elise Holtzman is joined by Anushree Bagrodia, Vice President and Lead of Legal Transformation at Mastercard, to talk about making deliberate moves for your career. They discuss Anushree's role at Mastercard, how she ended up where she is today, and the mentor who helped her along the way. Plus, they chat about current legal industry trends and Anushree's curse of knowledge. Stay tuned.

Caroline Berdzik is a Partner at Goldberg Segalla, where she also serves as the Chair of the firm's Employment and Labor and Health Care Groups, the Chair of the Women's Initiative, and a member of the management committee. She represents companies in diverse industries like healthcare, transportation, and insurance, as well as nonprofit organizations and educational and religious institutions. 

Before joining Goldberg Segalla, Caroline was the Assistant General Counsel for New Jersey's largest privately-held long-term-care company. Based in Princeton and active throughout New York, Pennsylvania, New Jersey, and more, Caroline has received local and nationwide recognition for her work. She was named one of the "Best 50 Women in Business" by NJBIZ and a "Top Women in Law" by the New Jersey Law Journal, among many other awards. 

It can be a struggle to get your firm on board with investing in business development efforts. Many lawyers think the practice is unnecessary and don't believe they have the time or energy outside of their client work. What's more, if you are able to convince your firm to take the plunge, the work is typically restricted to one or two higher-level individuals, leaving other attorneys in the shadows.

Caroline Berdzik thinks that business development is not only a necessary practice for your firm, but that it should be a team effort that spans every level of your organization. According to Caroline, crafting a strategy around this approach will help you better develop your clients and arm your practice with highly skilled individuals who will only have more to offer over time. So, what are her best practices for implementing intentional and successful business development efforts today?

Join Elise Holtzman in this episode of The Lawyer's Edge as she sits down with Caroline Berdzik, Partner at Goldberg Segalla. Together, they discuss the importance of business development and the different strategies for successfully developing your client roster. Caroline also talks about the differences in business development between men and women, the upcoming changes in the legal industry, and how you, too, can become a Rainmaker. Keep listening!

Dr. Michelle Stein Teer is the Founder and Director of Rhetoric Academy, a professional training and coaching organization that specializes in effective communication and rhetoric skills. In addition to this, Dr. Stein Teer is the Head of the Rhetoric Art prestigious Executive Program at IDC in Herzliya, Israel, and a scholar and professor of Political Rhetoric and Cognitive Psychology at the Schools of Communication and Business at IDC, Bar-Ilan University, and Tel Aviv University. 

Dr. Stein Teer is a renowned feminist and an establishing Co-partner of Supersonas, an organization focused on creating a balanced presence of women at all decision-making levels and leadership positions. She also co-founded the groundbreaking She Speaks academy, which certified 400 women lecturers in the art of rhetoric within two years.

Have you heard the phrase "Zoom fatigue"? Odds are, you have—and you've probably experienced it first-hand. With COVID-19 forcing offices to transition to a remote work model, most, if not all, of our communication has shifted to Zoom and other digital platforms. But, with video conferencing becoming more commonplace and even mandatory, many of us are starting to feel drained from this new form of communication.

According to rhetoric expert Dr. Michelle Stein Teer, that's because one hour on Zoom equals four hours in a classroom or office. Dr. Stein Teer believes that if we're going to be using these kinds of tools to interact with one another, we need to start learning how to communicate effectively in the virtual realm.

Join Elise Holtzman in this episode of The Lawyer's Edge as she sits down with Dr. Michelle Stein Teer, the Founder and Director of Rhetoric Academy. Dr. Stein Teer shares her expertise in effective communication and rhetoric, including her tips on how women can speak more fruitfully in public. Together, they also discuss the importance of communication, why rhetoric is something that requires practice, and how everyone can start improving their speaking skills today.

Jay Linder is the Director of Marketing and Communications at Cleary Gottlieb Steen & Hamilton, a law firm with 16 offices around the world. With over 20 years of legal industry experience, Jay provides balanced direction related to brand reputation, client engagement, content marketing, creative services, and internal and external communication strategies. As a leader of Cleary Gottlieb's global marketing and business development function, Jay is focused on attracting, developing, retaining, and empowering talent to grow their careers while advancing the firm's goals. 

Outside of his work for Cleary Gottlieb, Jay is a proud volunteer for autism and special needs advocacy efforts in New York City, prioritizing aid for fathers and male caregivers.

It's no surprise that COVID-19 has shifted our day-to-day lives. Everything from going to the grocery store to connecting with others is a different experience than it used to be. For lawyers, however, the daily activity that has been affected most by the pandemic is the way we work.

Jay Linder's law office transitioned into a remote workforce early on in the year. With the increased desire to stay connected with one another during a time of turmoil, the added element of humanity that crisis has brought to the world at large, and help from technology like Zoom, Jay believes the transition was for the better. But does this mean that the way the legal industry works has changed for good?

Join Elise Holtzman and Jay Linder, the Director of Marketing and Communications at Cleary Gottlieb Steen & Hamilton, in this episode of The Lawyer's Edge as they talk about the different challenges and opportunities that the legal industry has faced this year. Jay shares his thoughts on law as a relationship business, his techniques for talent development, and what he is keeping in mind for the year to come.

Basha Rubin and Mirra Levitt are the Co-founders of Priori, a legal marketplace that is changing the way in-house teams find, hire, and manage outside counsel. Priori's clients include Fortune 500 enterprises and leading technology companies, such as Dreamhost, Via, Artsy, and Brex. The company was named a Financial Times Intelligent Business in 2018 and 2019 for its work in reducing legal spending for the Hearst Corporation. 

In addition to co-founding the company, Basha is also the CEO of Priori. She speaks and writes extensively on how technology is changing the marketplace for legal services and has had her work featured in outlets like Forbes and TechCrunch. She met her Co-founder and the CPO of Priori, Mirra, at Yale Law School. In 2018, Mirra was named an ABA Journal Legal Rebel for her work using data to dynamically match in-house counsel with the right lawyers for projects. Before Priori, Mirra was a Financial Analyst at Goldman Sachs and a Henry Luce Scholar in the microfinance program in Save the Children's Hanoi, Vietnam office.

Do you think artificial intelligence will take over the legal industry and make lawyers obsolete? Is it possible that data-driven processes and new technology will cause disruptions in the legal space that we'll never be able to navigate?

Basha Rubin and Mirra Levitt certainly don't think so. In founding their company, Priori, their mission isn't to replace any processes, but instead to maximize the outcomes to your specific needs. There is no one-size-fits-all approach when it comes to legal services—and Priori is here to establish this as an industry norm.

In this episode of The Lawyer's Edge, Elise Holtzman sits down with the Co-founders of Priori, Basha Rubin and Mirra Levitt, to talk about the innovative mission behind their legal tech start-up. Basha and Mirra chat about starting the company as two law school graduates, how the Priori marketplace model works, and why they believe technology is transforming the legal industry for the better. Keep listening.

Leslie Berkoff is a Partner at Moritt Hock & Hamroff, a full-practice law firm with 80 attorneys and offices in Long Island, New York, and Naples, Florida. After graduating with her Doctor of Law from Hofstra University, Leslie completed two clerkships with federal judges and went on to Moritt Hock & Hamroff, where she has practiced for more than 25 years. She is the Chair of the firm's Dispute Resolution Practice Group and concentrates on bankruptcy and restructuring litigation and corporate workouts. 

Leslie is an experienced mediator and arbitrator, serving on the Mediation Panels for the Eastern, Southern, and Northern Districts of the United States Bankruptcy Courts in New York. She also serves on the American Arbitration Association's National Roster of Arbitrators and the Second Circuit United States Court of Appeals Pro Bono Appellate Mediation Panel.

When it comes to developing client business, more often than not, lawyers find themselves struggling. Most aren't taught the business of law during their studies, and there is typically a schism between lawyers who prefer to carry on with their practice traditionally versus those who want to actively work on business development within their firm. 

But, what if the secret to finding—and retaining—clients isn't as difficult as it seems? For Leslie Berkoff, the strategy is simple: foster a collaborative and genuine relationship with your clients and colleagues. So, what is Leslie's advice to lawyers who want to become successful rainmakers in their industry? 

Join us as we kick off our special Women Rainmakers series with Leslie Berkoff, Partner at Moritt Hock & Hamroff. In this episode, Elise Holtzman sits down with Leslie to talk about her strategies for maximizing business development. Together, they discuss Leslie's experience practicing at the same firm for more than 25 years, the importance of building a culture both internally and externally, and her success as a rainmaker. Stay with us!

Dr. Lauren Tashman is a Performance Coach and the Founder of Align Performance, an organization focused on helping clients learn the science behind mindset, leadership, and team culture in order to better align their performance with their potential. She is also a Master Coach for Valor Performance and an expert in the science of performance coaching. 

Dr. Tashman's background is in sports psychology and performance, and she currently teaches graduate sports psychology courses at John F. Kennedy University. Dr. Tashman has also co-edited three books and written countless articles in her areas of expertise.

You may be the most successful lawyer at your firm, the highest-grossing salesperson at your company, or the player with the most points on your team. But, once you advance to a leadership role, how do these skills carry over? Do they play a role in your new position, or do you need to gain some new expertise?

Although you may not know it, there is a lot of psychology behind being a leader. High performers aren't necessarily natural-born leaders, and the two roles require vastly different skill sets—including some that you may not have acquired in your initial position. According to Dr. Lauren Tashman, what's important here isn't necessarily that you immediately know what you're doing; what matters is your intention. 

Join Elise Holtzman in this episode of The Lawyer's Edge as she sits down to talk with the Founder of Align Performance, Dr. Lauren Tashman. Dr. Tashman discusses her work as a mental performance coach, the different kinds of confidence that play a role in your success, and the way perfectionism can both help and hurt you. Stay tuned as they explore leadership and how to navigate the shift from being a good performer to a great leader.

Gina Rubel is the President and CEO of Furia Rubel Communications, an award-winning, woman-owned public relations and marketing agency that specializes in high-stakes public relations, reputation management, crisis planning, and incident response support for lawyers and law firms. Gina founded Furia Rubel in 2002, making it the first Pennsylvania marketing and public relations agency with a niche in the legal industry. 

Gina has written two books on public relations for lawyers and currently works with clients in 28 states and five countries. She founded and co-chairs the Philadelphia Bar Association's Law Firm Risk Management Committee and was recently inducted into the College of Law Practice Management as a fellow. Gina is also the host of the popular podcast, On Record PR.

We've all heard this argument before: law is a practice, not a business. There is often a heavy resistance in the legal industry when it comes to marketing and public relations, but, according to Gina Rubel, this can be detrimental to the future of your practice and your present business.

Gina is the President and CEO of Furia Rubel Communications, one of the top legal marketing agencies in Pennsylvania. After starting her career in law as a judicial clerk and later diving into litigation, she noticed that there was a space in the industry that needed to be remedied: communications. 

Join Elise Holtzman on this episode of The Lawyer's Edge as she sits down with Gina Rubel, the President and CEO of Furia Rubel Communications. Gina talks about her transition from a career in law to a career in communications, her strategies for crisis and reputation management, and the importance of internal training when it comes to public relations. Keep listening.

Those first travelers making their way West did so without a roadmap. But in taking the opportunity, they paved the way for the nation's expansion.

That spirit of the West is very much rooted in Tara Stingley and the Nebraska law firm of which she is a partner. As the first woman to serve on Cline Williams' executive committee, she challenged other members to think about how they defined issues and the impact of their decisions.

She also established her niche as an employment law expert within the legal community. Laying down that foundation has paid dividends in affording her opportunities, as it can for you, too. And unlike that first wave of westward travelers, you don't have to go forward blindly; Tara has tips to help you build your roadmap to greater visibility.

In this episode of The Lawyer's Edge podcast, you'll hear about the payoff potential in raising your profile and building your brand as a subject-matter expert and how to start proactively doing it (even if you're still a young lawyer). Tara will also discuss the importance of representation, the need for professional women to stop underestimating their value, what plays into a client's decision to pick you over others, and so much more!

1:51 - How Tara became a lawyer and partner at Cline Williams and how the law firm differs from others

9:51 - The importance of Tara's role as the first woman on the firm's executive committee

13:22 - Why you should strive to increase your visibility as an expert in your field, even when you can't see an immediate payoff

20:58 - How lawyers can create branding opportunities for themselves rather than wait for them to appear

25:06 - The mindset you need for approaching opportunities to raise your profile and ultimately get clients you want to work with

29:40 - An essential piece of advice for professional women (especially those dealing with imposter syndrome)

Connect with Tara Stingley

Tara Stingley is a Partner Cline Williams and the Chair of it's Labor and Employment Law section. Cline Williams, established in 1857, is Nebraska's oldest existing law firm and is a full-service firm with approximately 60 lawyers working in 5 offices located in Nebraska and Colorado. Tara is also the firm's primary representative to the Employment Law Alliance, the largest international network of labor and employment lawyers. Tara focuses her practice on employment law, advising businesses in a variety of industries on compliance with federal, state, and local employment laws and regulations.

Cline Williams

Employment Law Alliance

Tara Stingley on LinkedIn 

Mentioned In How to Become a Visible Expert in Your Practice Area

Get Connected with The Coaching Team at hello@thelawyersedge.com

The Lawyer's Edge

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008. 

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at hello@thelawyersedge.com.

Elise Holtzman is an experienced attorney, a certified professional coach, and the founder of The Lawyer's Edge, a boutique firm that provides professional development services to individual attorneys and legal organizations. 

Elise has a J.D. from Columbia Law School. She practiced commercial real estate transactional law before shifting her focus to empowering lawyers as they navigate their growing careers.

When we think about sales, it's easy to only focus on the negative connotations: the used car sales person, or the telemarketer who calls at all hours of the day, to name a couple. But in the ever-evolving landscape of law, it's important now more than ever to learn how to market and sell your services. 

That's why Elise Holtzman, founder and president of The Lawyer's Edge, wants to help burgeoning lawyers level up their business without feeling pushy or overbearing. She assists her clients with mastering the skills they didn't learn in law school: namely, how to be a successful sales person. 

On this week's episode of The Lawyer's Edge Podcast, Elise is interviewed by Rise25 co-founder, Smart Business Revolution podcast founder, and business networking expert John Corcoran about the importance of clearly and professionally selling your services. Elise and John get into the nitty gritty of quoting your prices with confidence, avoiding the commodity trap, and being okay with letting certain clients walk away. Stay tuned.

Anna McGrane is a former practicing lawyer and the current COO and Co-founder of PacerPro, a workflow automation and experience capture platform. PacerPro has become the standard for BigLaw and leading litigation boutiques when it comes to integrating federal court data into workflow and knowledge systems. 

Anna speaks frequently on issues of law, technology, enterprise change management, workflow, and clean data capture. She has been featured in Lawyers Who Code and "Women of Legal Tech" and is an organizing member of the NYU Law & Tech community.

Historically, integrating innovation into the legal industry has always been a challenge. Whenever a new technology emerges, lawyers (and firms) at large are usually hesitant to try it out, and some even cling to their old workflows—regardless of how inefficient this makes them. 

When it comes to new technology, you could be saving time, money, and most importantly, stress! So, why is the legal industry so slow to innovate? Former practicing lawyer and current legal tech expert Anna McGrane has a few ideas. 

In this episode of The Lawyer's Edge, Elise Holtzman sits down with the Co-founder and COO of PacerPro, Anna McGrane, to talk about how technology can streamline and enhance BigLaw. Together, they chat about the features of Anna's automation platform, whether or not the legal industry is becoming more open to innovation, and Anna's suggestions for law firm leaders who are ready to introduce new tech into their practices. 

Domenic Cervoni is the Vice President of Legal and Senior Legal Counsel for HSBC, where he handles litigation and regulatory enforcement for the company's global banking and markets business. 

Domenic has also developed a passion for employee health and well-being, with a particular focus on matters of mental health in the legal industry. This deep interest led him to pen his first book, From Tragedy to Triumph, and he is donating 100% of the proceeds to Memorial Sloan Kettering Cancer Center.

What does it take to be a better lawyer? Do you have to know the ins and outs of every case at your firm? Should you focus on making partner, no matter how many late nights it requires? Do you have to subtract vacations out of the equation to make it to the top? 

According to Domenic Cervoni, the key to success is, instead, focusing on your mental health. A public speaker and Vice President of Legal at HSBC, Domenic believes that prioritizing your well-being is exactly what will make you a better lawyer and, ultimately, the best version of yourself. 

Join us on this episode of The Lawyer's Edge as Elise Holtzman sits down with Domenic Cervoni, the Vice President of Legal and Senior Legal Counsel at HSBC. Domenic talks about his passion for focusing on your mental well-being, why the legal industry isn't the best at handling health issues, and how firms and other organizations can start to shift toward a culture with less burnout and higher retention. Stay tuned.