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NAME: Jane Leslie Dalton
FIRM: Duane Morris LLPs
PRACTICE AREA: Employment
Most successful/Favorite Rainmaking tip:
Ask to meet the people you need to know. If a new president,
CEO, COO or CFO or is named at a client, invite him
or her to lunch or dinner so that they know who you
are, even if your practice area is one where they usually
will not be dealing directly with you.
Biggest influence on career/best career advice:
Morris Duane, who demonstrated and taught that the client's
interests are more important than being right.
Percentage of time devoted to marketing:
Fifteen percent or more
Proudest accomplishment:
I was assigned to the litigation department in the 1970's
when few women represented corporate defendants. I was
able to develop a career where I have successfully tried
many cases over the years.
Knowing what you know now, if you were starting
out as a lawyer today, what would you do differently?
I would start as a new associate thinking about client
development. I would use an organized, consistent approach
to identify and cultivate professional contacts from
day one.
Tell me about one rainmaking strategy or tactic
that you initially thought would work, but it failed.
Why did it fail?
Sending a newsletter to prospective clients. It did
not work because too many other lawyers were already
doing the same thing and although several people provided
positive comments about the articles, the newsletter
did not motivate them to call when they had a problem.
Tell me about one rainmaking strategy or tactic
that you initially thought would fail, but it was a
great success. Why was it successful?
I thought it would be difficult for other partners in
the firm to send employment work to me because there
is an incentive at the firm to keep work for one's self.
I found that by informing partners of what can be done,
they would refer work because I have a particular expertise
that the clients and contacts appreciate.
What has been your greatest frustration about
trying to get new business or new clients?
There have been prospective clients where I have developed
a great relationship and have the expertise that they
need, yet some other lawyer gets the business because
the woman choosing counsel at the prospective client
does not want to take the risk of retaining a woman.
If you were mentoring a young woman lawyer,
what advice would you give her regarding rainmaking?
First, develop relationships with existing clients so
that they send assignments to you or ask for you. Be
active in the community in a conscious way that will
allow you to meet potential clients (many will be young
and not decision makers at the time), but pick activities
where you do what you enjoy, not what you think you
"should" do.
Would you say you ever had a mentor that made
a genuine difference in how your career turned out?
If yes, please describe.
When I started at the firm, I was assigned to Henry
Reath, who was the chair of the litigation department
at the time. He gave me a chance to be in litigation
at a time when few women were in the field. He also
taught professional excellence, the importance of thorough
preparation and the value of my time. He also showed
me how to develop strategies for success in complex
litigation.
Think about when you started out as a lawyer.
Now think about the new female lawyers just starting
out. What is different now compared to when you started?
When I started it was not difficult to know all of the
partners in the firm. Working hard and producing excellent
legal work were sufficient to be elected to partnership.
Now it is hard for an associate to know many of the
partners, particularly those from another office. Potential
to develop business, with demonstrated results, is now
required.
List words that best describe you:
Energetic, Enthusiastic, Articulate, Persuasive, Professional,
Disciplined, Diligent, Thorough, Big Picture, Clear,
Creative.
Jane Leslie Dalton, Esquire is a partner at the firm
Duane Morris in Philadelphia, PA where she chairs the
Employment Litigation Section of the firm. Ms. Dalton
is the immediate past chair of the Board of Governors
of the Philadelphia Bar Association and a former co-chair
of its Committee on Women in the Profession.She is presently
running unopposed for Vice Chancellor of the Philadelphia
Bar Association for 2005, following that she would serve
as Chancellor Elect in 2006 and Chancellor in 2007.
Ms. Dalton was interviewed by Kyle Anne Midkiff, CPA,
a member of the Executive Committee of Women Rainmakers.
Ms. Midkiff is a Principal at Nihill & Riedley,
PC, a forensic accounting firm based in Philadelphia,
PA.
Top
ABA Women Rainmakers is a national forum enabling women
to network and develop business opportunities. By understanding
how to develop business, women can exert greater control
over their careers and integrate their personal lives
successfully with the practice of law. For more information
on LPM Women Rainmakers, visit www.womenrainmakers.org.
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