Top Lawyers: Gary Mitchell Of OnTrac Coach On The 5 Things You Need To Become A Top Lawyer In Your Specific Field of Law
An Interview with Eric L. Pines
Keeping your team motivated is the final piece of the puzzle so to speak. Again, this is not an easy task. With so many different personality types, skill levels, and generational differences, you must never become complacent or take a one-size-fits-all approach to your HR.
The legal field is known to be extremely competitive. Lawyers are often smart, ambitious, and highly educated. That being said, what does it take to stand out and become a “Top Lawyer” in your specific field of law? In this interview series called “5 Things You Need To Become A Top Lawyer In Your Specific Field of Law”, we are talking to top lawyers who share what it takes to excel and stand out in your industry.
As a part of this interview series, I had the pleasure of interviewing Gary Mitchell.
Since 2005, Gary Mitchell has been coaching lawyers in Business. His clients come from various geographical locations and span numerous practice areas. Gary helps lawyers look at the Practice of Law with a Business of Law view including Business Development, Human Resources, Leadership, Management, Marketing, and Practice Management. He has three books published on the subject and has created the Practice Builder App.
Thank you so much for joining us in this interview series. Before we dig in, our readers would love to get to know you a bit more. What is the “backstory” that brought you to this particular career path in Law? Did you want to be an attorney “when you grew up”?
I got started in this when I coached a candidate for office. Officially, I was his campaign manager, but most of my time was focused on coaching him as a candidate, teaching him soft skills, speaking, media relations, networking, etc. He just happened to be a lawyer. The candidate’s close friend, also a lawyer pointed out that I had a unique talent for working with highly intellectual people in teaching them soft skills and people skills. He suggested I look at coaching lawyers in business, and that they needed a lot of help in this area.
Can you tell us a bit about the nature of your practice and what you focus on?
My practice is a coaching one. Each of my clients will have different challenges and priorities. While I have developed a curriculum over the last 17 years that includes tips sheets, worksheets, and self-evaluations, covering topics including business development, growth strategies, HR, leadership, management, marketing, and practice management, I am focused on each client and their needs. They are always free to take our conversation where it needs to go depending on their immediate challenges.
I help them look at their practice or firm with an entrepreneurial mindset. That means exercising the right brain functions they have not had much chance or opportunity to develop as their left brain functions.
You are a successful attorney. Which three character traits do you think were most instrumental to your success? What unique qualities do you have that others may not? Can you please share a story or example for each?
I think the three most important character traits of any successful attorney are:
- Determination
- Focus
- Flexibility
Do you think you have had luck in your success? Can you explain what you mean?
I have always maintained luck = when preparation meets opportunity. In other words, put the work in, and you are then better positioned for when the opportunity comes your way. As I always tell my clients, ‘Do the work, live the results!’
Do you think where you went to school has any bearing on your success? How important is it for a lawyer to go to a top-tier school?
To be frank, I am not certain that where you went to school has the most bearing on your success. I have always believed that attitude accounts for over 95% of everything. When you have a great attitude, you will do whatever it takes to succeed. You will learn what you need to. You will put the work in.
I remember reading an article early on in my career where a top US Law firm avoided recruiting at top law schools. And they went even further. They skipped the A students and looked only at the B students. What they found was that the B students at 2nd or 3rd-tier law schools were working to pay their way through law school. This showed determination, character, and work ethic. And this approach proved to transfer to their performance once they were hired. I agree that those attributes are far more important than where you went to school.
Based on the lessons you have learned from your experience, if you could go back in time and speak to your twenty-year-old self, what would you say? Would you do anything differently?
Slow and steady! Build the foundation before you erect a skyscraper. For lawyers, that translates to your own self-management; time management, practice management, and self-care. When you have a solid foundation, you are better positioned to build the law practice or firm exactly the way you want it.
This is not easy work. What is your primary motivation and drive behind the work that you do?
I love to help other people. And I love to build. In my profession and career, I get to help others build their practices or firms. It’s highly rewarding and motivating.
What are some of the most interesting or exciting projects you are working on now?
I have just launched my new App for lawyers to help them grow and build a law practice or firm- The Law Practice Builder. It takes the participant through the same process I use in my one-to-one coaching practice. The App covers the business aspects of running and growing a law practice/firm including Business Development, Growth Strategies, HR, Leadership, Management, Marketing, and Practice management. To my knowledge, it’s the 1st and only App of its kind.
Where do you go from here? Where do you aim to be in the next chapter of your career?
Next, I can see coaching other coaches. I am very passionate about what I do. When I see the impact I can have on another person, it’s highly motivating. If I could help other coaches do the same, even better! I have a wealth of knowledge and experience, as well as a finely tuned curriculum that would help other coaches help their clients to succeed.
Without sharing anything confidential, can you please share your most successful “war story”? Can you share the funniest?
Just around the time of the lockdown in 2020, I was approached by a lawyer who had already made the decision to switch firms. She was comfortable where she was having attained full partnership. She did not have to engage in BD as the work consistently flowed to her. Now she was moving to a national firm, in a limited partnership role, where she would have to engage in business development and build a team around her.
She was scared and excited at the same time. Within a few short months, while also being a single parent and taking care of her two young girls at home, she not only navigated the transition to the new firm well, she was starting to build her team, this all being done virtually. Fast forward two years, and she is now the National Practice Group Leader. WOW! By far one of my best successful war stories!
Funniest: Working with a senior partner at an international firm and on our scheduled coaching call, this lawyer says to me “Why is it that the best, most talented lawyers don’t often turn out to be the best business people?” We had a laugh about that.
Ok, fantastic. Let’s now shift to discussing some advice for aspiring lawyers. Do you work remotely? Onsite? Or Hybrid? What do you think will be the future of how law offices operate? What do you prefer? Can you please explain what you mean?
I work remotely and have since 2006. Over the years I have worked with many lawyers who have worked remotely, long before Covid. It is now possible for more lawyers than ever, and in a growing number of practice areas to do the same. I think it comes down to what you are most comfortable with. Some of my clients like going into the office. Others prefer the freedom that comes from working remotely, whether that be at home, or in faraway lands. Follow your gut. Make your own rules. Create a law practice that supports the lifestyle you want.
I think the future of law offices is definitely a hybrid. It will come down to attracting the best talent and making accommodations in order to retain that talent. Again, not everyone is the same or has the same preferences. I also think the future of law offices and how they operate will be far more flexible. Why? Because the workforce and talent pool are demanding it!
How has the legal world changed since COVID? How do you think it might change in the near future? Can you explain what you mean?
Well, one thing is for sure, and I say this in my latest book, ‘Growing a Law Practice During Covid-19’, had Covid not come along there is no way the legal industry would have embraced remote working. Covid has also changed business development to some degree. I doubt whether we are going back to big conventions and events. They will come back to some degree, but with the rise of Zoom and other programs, the convenience it affords has lessened the need for travel.
I think we will continue to see more and more people working remotely and building ‘virtual’ law firms. It just makes sense.
Based on your experience, how can attorneys effectively leverage social media to build their practice?
Social media is just another way attorneys can build their profiles, build relationships, and get their names out. Choosing the right channel is key. They must fully understand their target markets and which social media outlets they hang out in. There is no one-size-fits-all. While social media might not directly bring you, clients, it will certainly be a growing factor in the years to come when it comes to people being able to find you and vet you.
Excellent. Here is the main question of our interview. What are your “5 Things You Need To Become A Top Lawyer In Your Specific Field of Law?”
What follows are 5 things that I believe apply to ANY field of law.
- Thinking entrepreneurial (business minded) ‘The Business of Law’ (Strategic view).
This is about taking risks and coming up with creative solutions not only for your law firm but also for your clients. It’s about doing things differently and being willing to take a chance. Building an amazing team around you so you can focus on being the best lawyer.
2. The ability to consistently bring in new clients/work (BD).
If you aren’t already, you must get good at business development. The legal world is more competitive than ever. And while there are still situations where work may flow to you effortlessly, this will not continue forever and your competitors are out there, so you better be too. And, never rest on your laurels, or become complacent.
3. Outstanding client service (Service).
Although this may seem obvious, I do feel it is worth mentioning. There is no better business development tactic than providing over-the-top service. This paves the way for continued referrals
4. The ability to attract top-level talent and grow an amazing team (HR).
This is often overlooked. What is a law practice or firm without top-level talent? Your ability to attract that talent and retain it will be paramount to your continued success. This means getting the right people on your team, having them in the right roles, and providing continuing opportunities for their growth and development. This quite possibly will be the most challenging aspect of your business, and one that will lead to your ultimate success more than any other factor.
5. The ability to lead, manage, and motivate your team (Leadership).
Keeping your team motivated is the final piece of the puzzle so to speak. Again, this is not an easy task. With so many different personality types, skill levels, and generational differences, you must never become complacent or take a one-size-fits-all approach to your HR.
Steve Jobs turned the corner when it comes to leadership. Previously it was widely held that a leader should focus on overcoming or improving on their weaknesses. Steve Jobs showed us another and, in my opinion, a more effective approach. Look at your strengths and become a master at them. Then, systematically build an outstanding team around you to fill in the holes left by your weaknesses. That way everyone on your team is focused on their greatest strengths, rounding out all requirements with top-level talent. That is exactly the approach or formula that I advise my clients to take.
We are very blessed that some of the biggest names in Business, VC funding, Sports, and Entertainment read this column. Is there a person in the world, or in the US with whom you would love to have a private breakfast or lunch, and why? He or she might see this. :-)
Oprah! When I think about my idols in business, Oprah is always in the top three. What she has done with her platform is extraordinary. As an entrepreneur, she has not only built a massive empire, she continually gives back and uses her position to help others. An extraordinary entrepreneur, and an extraordinary human being.
I feel it’s worth mentioning that if Steve Jobs were still alive, I would have him in a tie with Oprah.
This was very inspiring. Thank you so much for the time you spent with this. We wish you continued success and good health!
About the Interviewer: Eric L. Pines is a nationally recognized federal employment lawyer, mediator, and attorney business coach. He represents federal employees and acts as in-house counsel for over fifty thousand federal employees through his work as a federal employee labor union representative. A formal federal employee himself, Mr. Pines began his federal employment law career as in-house counsel for AFGE Local 1923 which is in Social Security Administration’s headquarters and is the largest federal union local in the world. He presently serves as AFGE 1923’s Chief Counsel as well as in-house counsel for all FEMA bargaining unit employees and numerous Department of Defense and Veteran Affairs unions.
While he and his firm specialize in representing federal employees from all federal agencies and in reference to virtually all federal employee matters, his firm has placed special attention on representing Veteran Affairs doctors and nurses hired under the authority of Title. He and his firm have a particular passion in representing disabled federal employees with their requests for medical and religious reasonable accommodations when those accommodations are warranted under the Rehabilitation Act of 1973 (ADA). He also represents them with their requests for Federal Employee Disability Retirement (OPM) when an accommodation would not be possible.
Mr. Pines has also served as a mediator for numerous federal agencies including serving a year as the Library of Congress’ in-house EEO Mediator. He has also served as an expert witness in federal court for federal employee matters. He has also worked as an EEO technical writer drafting hundreds of Final Agency Decisions for the federal sector.
Mr. Pines’ firm is headquartered in Houston, Texas and has offices in Baltimore, Maryland and Atlanta, Georgia. His first passion is his wife and five children. He plays classical and rock guitar and enjoys playing ice hockey, running, and biking. Please visit his websites at www.pinesfederal.com and www.toughinjurylawyers.com. He can also be reached at eric@pinesfederal.com.
