Legal Marketing & PR

Associate Rainmaker Elizabeth L. Gunn - A Woman with Drive

By Larry Bodine

The associate Rainmaker of the Year is Elizabeth L. Gunn, a bankruptcy lawyer serving closely-held businesses, their owners and executives. She works DurretteBradshaw PLC, an 18 lawyer boutique firm based in Richmond, Virginia. In 2009 – just her third year at the firm – she could point to originations worth a third of her billings, and 10-15 new clients for the firm, including several substantial ongoing clients.

But she faced two big disadvantages when she moved to Richmond: 'I was young, just 23, and looked it. And I knew no one in the law.'

She handled the first issue by distinguishing herself as capable and someone who could be valuable to a client. Especially in early meetings, she worked a bit harder to show clients and other lawyers she could take responsibility and work competently.

As for the second, she took action zealously. According to Elizabeth, 'Knowing no one meant I had to make new contacts and connect with the right people in the bar. I couldn't just wait; I was forced to get out and meet people.'

These two solutions – distinguishing herself through valuable contributions for clients and others, and zealous building of her network – formed the core of her marketing success, a 'machine for bringing in new business' according to her peers in Richmond.

Or maybe it was...for the rest of the story, please click here.

Full post as published by Larry Bodine's LawMarketing Blog on March 15, 2010 (boomark / email).