Targeted Differentiators One Way To Stand Out In The Crowd

Developing the Next Generation of Rainmakers Targeted Differentiators: One Way to Stand Out in the Crowd Greetings from New York City. I’m here today to sit in on an all day workshop titled:  FIND THE STORY BENEATH THE SURFACE. New York Editor. Donald Maass, is the presenter.  I heard him speak in Dallas a couple of years ago and I was so impressed that I bought his books, and traveled to New York to hear him speak today. I heard him speak in Dallas a couple of years ago and I was so impressed that I bought his books, and traveled to New York to hear him speak today. He definitely stands out in the crowd of editors and speakers at writers conferences. With that in mind, I’m writing a series of posts on standing out from the crowd. As I was thinking about this post, a lawyer I coached sent me a message on LinkedIn about Verrill Dana lawyers whose niche practice is representing breweries. They write a blog titled: Lawyers on Tap, which as best I can de Seth Godin recently posted a blog titled: Be the Different One. It’s short, take a moment to read it. I have shared parts of this story before, but it bears repeating. While I was on active duty in the USAF, I represented the Air Force in government contract litigation against some of the top defense contractors and top government contract lawyers. In 1976, as I was planning the next phase of my life and career, I received offers from large defense contractors to go in-house and from DC law firms with government contracts practices. I chose something different and Nancy and I came to Roanoke, Virginia where there wasn’t a government contractor for miles and miles. I became a commercial litigator, like at least a dozen or more Roanoke lawyers. Then, I decided to focus on construction law, representing contractors. (I believe I was the first construction lawyer in Roanoke. Now there are several.)   The whole idea of being the different one was made clear to me when I was asked to be on a Public Contracts law panel at the 1981 ABA Annual Meeting. During a conference call, each panel member was asked to describe their topic. When I responded I would be talking about highway construction contract disputes, the panel chair said: Cordell, no one cares about that topic. I can’t remember exactly how I felt when he put down my topic, but I do remember that after my presentation, I knew I was on to a great practice, because he had probably been right-the lawyers attending that meeting probably did not care about my topic. I was indeed the different one, and it paid off over the next 30 years of my career. What’s a different practice now? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.