Out Front. Deborah Shames

successful lawyers know how to give compelling presentations.

       Shelly attended an Eloqui workshop years ago. From the moment I met her, I could tell she was determined to succeed. A labor and employment attorney, Shelly represented business owners. She counseled them on everything from employee hiring and firing to how to avoid sexual-harassment claims.

       Shelly didn’t have the high level of speaker anxiety that I typically see with women. She was active in her community—she sat on corporate boards and spoke at fundraisers for the organizations she chaired. She came to us to increase her effectiveness, become more visible, and be promoted within her firm to achieve a commensurate salary.

       Five years later, Shelly returned for more training. She brought her law partner, Jim, to sharpen their skills presenting as a team. She also hired a marketing consultant to feature her accomplishments at the annual review. I remember her disappointment when her firm failed to increase her compensation package.

       But Shelly didn’t let their decision hold her back. Within eight months, she and Jim set up their own firm. To build their business, they gave free seminars and invited existing and potential clients.

       Two years after opening their doors, the firm has more than 1,000 clients. Shelly and Jim have added six attorneys and are enlarging their offices for the third time. Their entire business model for attracting new clients comes from speaking in the community.

       Myth #10: I Can Play It Safe and Still Achieve My Goals

      After fifteen years of running Eloqui, David and I frequently deliver keynotes at conferences and retreats. Our clients come from industries including information technology, insurance, legal, energy, and manufacturing. We certainly aren’t authorities in any of these fields.