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The Short List…
30 June 2009The question of the day is: how do you get on the short list?
For those of you who don’t know to what I am referring, I am referring to the “short list of mediators.” When lawyers advise their clients to mediate a case, the lawyers will usually circulate a list of mediators to the other side. Now, I’m talking about litigated cases (and not situations where parties will hire a mediator directly).
Now that for the time being I am focusing on lawyering (since we relocated back to California) I am a consumer of mediation services more than a provider. Check out my new firm www.brownlawgroup.com (I love it!).
I am just beginning to get a feel for the market here for mediators. It’s interesting to me when a particular mediator gets the response of “absolutely not.” What makes a lawyer say, “absolutely not” we will not use that mediator. Alternatively, what makes someone say, “yes” we will go to him or her?
Some mediators are perceived to be too partisan (favoring one side of the bar more than the other). Other mediators are known to use “strong arm tactics” or to cross the line into being disrespectful.
It’s a useful exercise to ask yourself, “How do I want to be perceived?” When the lawyers get together and talk about me, what do I want them to say?
You are your brand. Your reputation is your gold. Define it, visualize it, and then work hard to be consistent and implement your strategy. The work you do at the table is some of the most important marketing you do. You still need to get out there and network and have marketing strategies, but do not neglect developing your brand.
For example, you may want people to think, she is persistent, she is trustworthy, she has integrity, she is respectful, she gets the job done…she is excellent. She will follow through, free of charge.
Develop your brand, define how you want to be known and then go get em.
Never Give Up!
Kristina
p.s. we now have digital copies of the mediation business and marketing success system, for easy download of audio interviews with successful mediators and an ebook action plan. www.mediationmarketingsecrets.com
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