「云德资讯」精英律师——“律师是越老越吃香！”是真的吗？

本期嘉宾——刘邵娜

人 物 介 绍

刘邵娜，中共党员，陕西云德律师事务所高级合伙人，第七党支部书记，人力资源总监、人力资源法律事务部首席律师、培华学院人文与国际教育学院法学专业实务导师、西安仲裁委员会金融仲裁院金融仲裁法律服务团成员。

Liu Shaona, a member of the Communist Party of China, is a senior partner of Shaanxi Yunde Law Firm, secretary of the 7th Party branch, director of human resources, chief lawyer of the Human Resources Legal Affairs Department, practical instructor of law major in the School of Humanities and International Education of Peihua university, and member of the Financial Arbitration Legal Service Team of the Financial Arbitration Institute of Xian Arbitration Commission.

人生像走阶梯，每一阶有每一阶的难点。你没有克服难点，再怎么努力都是原地跳。当你克服难点，你跳上去就不会下来了。

Life is like walking on a ladder. Each step has its own difficulties. If you didnt overcome the difficulties, no matter how hard you tried, you jumped in situ. When you overcome the difficulties, you will get there and won’t fall down.

老师或父母老是说“努力！努力就会走到巅峰！”—才怪。如果这样，不是所有人都走上巅峰了吗？人生像走阶梯，每一阶有每一阶的难点，学物理有物理的难点，学体育有体育的难点，你没有克服难点，再怎么努力都是原地跳。所以当你克服难点，你跳上去就不会下来了。就像你学会方言，即使你十年不讲，碰到状况就会讲；就像学脚踏车，十年没骑，碰到脚踏车一上去就可以上手一样。如何从年轻律师成长为青年精英律师值得当下所有律所及年轻律师们认真思考。

Teachers or parents always say “work hard! Work hard and you will reach the peak!” -No way. If so, isnt everyone at the top? Life is like walking on a ladder. Each step has its own difficulties. Learning physics has its own difficulties. Learning sports has its own difficulties. You have not overcome the difficulties. No matter how hard you try, you will jump in situ. So when you overcome the difficulties, you will get there and won’t fall down. Just like you learn dialects, even if you dont speak them for ten years, you will speak them when things happen. Its just like learning a bicycle, not riding it for ten years, and you can get started as soon as you get on it. How to grow from a young lawyer to a young elite lawyer deserves serious consideration by all law firms and young lawyers.

一、坚持“专业能力”为王。

1.”professional ability” is always the first.

“执业年限不等于执业经验。”青年律师的成长也正是如此！有的律师每天看似很忙，早出晚归，几年过去了依然感受不到成长。而有的律师在执业的过程中克服一个又一个难点，走上一个又一个阶梯，事业进入快速成长期，最终实现职业理想。其实，对于青年律师来说，最可怕的并不是钱少事多离家远，而是没有成长。

“The number of years of practice is not equal to the experience of practice.” The growth of young lawyers is exactly the same! Some lawyers seem very busy every day, leaving early and returning late. After several years, they still cannot feel the growth. However, some lawyers have overcome one difficulty after another and stepped onto one ladder after another in the process of practicing. Their careers have entered a period of rapid growth and finally realized their professional ideals. In fact, for young lawyers, the most terrible thing is not that they have less money and more things and are far away from home, but that they have not grown up.

对于绝大多数律师来说，这份职业，属于典型的先苦后甜型的高成长性职业，值得长期投入。年轻时吃苦是再正常不过的事情，专业、经验、资源、社会关系这些对于律师发展至关重要的东西都需要在执业过程中积累。但并不是每个律师都这么幸运，在年轻的时候就能拥有稳定的高质量的客户。并不是每个律师都出生在一个拥有广泛社会关系的家族，身边的亲戚朋友就是自己高质量的客户。更多的律师，是有梦想的普通人，甚至是出身寒微的人。他们知道律师这类职业很辛苦，很难暴富，但可以过自己的专业技能实现可预期的稳定成长。

For the vast majority of lawyers, this profession is a typical high-growth profession with bitter before sweet, and is worth long-term investment. It is normal to endure hardship when young. Profession, experience, resources and social relations, which are crucial to the development of lawyers, need to be accumulated in the process of practicing. However, not every lawyer is so lucky to have stable and high-quality clients when he is young. Not every lawyer was born in a family with extensive social relations, and his relatives and friends are his high-quality clients. More lawyers are ordinary people with dreams and even people from poor backgrounds. They know that lawyers are very hard and difficult to become rich, but they can achieve predictable and stable growth through their professional skills.

“律师是越老越吃香！”是真的吗？——现实是，大多数律师老了就只是老了而已。并不是所有律师都能通过时间洗礼走上巅峰。律师这份职业天生要做时间的朋友。区别在于，同样的时间，有的律师成长的快，而有的律师成长的慢。有的律师随着时间的流逝在成熟，有的律师随着时间的流逝却在衰老。青年律师的首要目标并不仅要考虑如何引入新的案源、吸引新的客户，更重要的是要去尽早掌握专业技能，以平均速度或者超过平均速度成长为业务成熟的律师。

“Lawyers become more popular as they get older!”Is that real? -The reality is that most lawyers are just old when they get old. Not all lawyers can reach the peak through the baptism of time. The profession of lawyer is born to be a friend of time. The difference is that at the same time, some lawyers grow fast while others grow slowly. Some lawyers are maturing with the passage of time, while others are aging with the passage of time.The primary goal of young lawyers is not only to consider how to introduce new sources of cases and attract new clients, but also, more importantly, to master professional skills as soon as possible and grow into mature lawyers at or above the average speed.

即使在互联网时代，青年律师在案源引入，获取客户方面依然具有天然的劣势。相对于日常的消费服务，法律服务需求非常低频，且机会成本高。更为重要的是，法律服务是在当事人极度理性情况下的消费，买不买，向谁买，多少钱，每一步都是精打细算的慎重决策。当事人可以为网红、爱豆疯狂打call（钱），却很难为律师轻松付钱。每个当事人都希望用同样的钱，甚至是更多的钱，为自己找一位经验丰富的律师。哪怕这件事情在专业人士看来并不复杂，刚出道的律师也能够轻松处理，但当事人还是倾向选择经验丰富的律师。

Even in the Internet era, young lawyers still have natural disadvantages in introducing cases and obtaining clients. Compared with daily consumer services, the demand for legal services is very low and the opportunity cost is high. More importantly, legal services are consumed under the extremely rational conditions of the parties concerned. Whether to buy them or not, from whom to buy them and how much they cost, each step is a prudent decision of careful calculation. Clients can move their glow stick for Internet celebrities and idol, but it is difficult to easily pay for lawyers. Each client hopes to use the same money or even more money to find an experienced lawyer for himself. Even if the matter is not complicated in the eyes of professionals and the newly started lawyers can easily handle it, the clients still tend to choose experienced lawyers.

既然青年律师在这方面没有优势，而且短期内很难解决这个问题，那就不妨在专业能力上多花点时间，让自己快速成长起来，以便在机会来临时自己能够抓住。若干年后，你的朋友可能已经是某个上市公司的法务总监，能够在很大程度上影响，甚至能够决定外部律师的选聘。当他们想把业务介绍给你的时候，你却因为专业能力问题而处理不了，这就太遗憾了。你固然可以找合作律师处理业务。当你这样做的时候，只要你不是处于主导地位，与你合作的律师或许就会成为你的竞争对手，让你出局。毕竟，对于客户来说，他们最关心的并不是律师是谁，而是事情的处理结果。

Since young lawyers have no advantage in this respect and it is difficult to solve this problem in the short term, they may as well spend more time on their professional ability so that they can grow up quickly so that they can seize the opportunity when it comes. A few years later, your friend may already be the legal director of a listed company, who can greatly influence and even decide on the selection of external lawyers. When they want to introduce their business to you, you cant deal with it because of your professional ability. This is too bad. Of course, you can find a cooperative lawyer to handle the business. When you do this, as long as you are not in the dominant position, the lawyer you work with may become your competitor and let you out. After all, for clients, what they are most concerned about is not who the lawyer is, but the result of the handling of the matter.

二、坚持提供“标准化流程”的高质量法律服务。

2. Adhere to the provision of “standardized process” of high-quality legal services.

青年律师要尽早学会一套为客户提供高质量法律服务的“标准化流程”，在保证工作质量的前提下尽可能提高工作效率。法律服务产品化是时下非常热门的话题，法律服务产品化的应有之义就是要实现法律服务的专业化与标准化。标准化意味着预期稳定，可以大规模复制，没有经验的人也可以根据指引操作。法律服务标准化的难度在于，就算是同类型的案件，细微的差别也可能影响到案件的最终处理结果。关于法律服务标准化，对于青年律师来说，最应该关注的是如何让自己的工作流程标准化。以最通常的合同审查为例，拿到一份自己可能熟悉也可能不熟悉的合同，都要有自己处理的套路，先做什么，再做什么，主体有没有错误，常见的风险点有哪些，通用条款有没有可改进的空间，甚至合同修改到什么程度，最好都要心中有数。

Young lawyers should learn a set of “standardized procedures” to provide high-quality legal services to their clients as soon as possible, so as to improve work efficiency as much as possible on the premise of ensuring work quality.The commercialization of legal services is a very hot topic nowadays. The proper meaning of commercialization of legal services is to realize the specialization and standardization of legal services. Standardization means that expectations are stable, can be replicated on a large scale, and inexperienced people can also follow the guidelines. The difficulty of standardizing legal services lies in the fact that even for the same type of cases, slight differences may affect the final handling results of the cases. Regarding the standardization of legal services, for young lawyers, the most important thing to pay attention to is how to standardize their work processes. Take the most common contract review as an example. To get a contract that you may or may not be familiar with, you must have your own routine, what to do first, what to do again, whether the main body has made mistakes, what are the common risk points, whether there is room for improvement in the general terms, and even to what extent the contract has been modified. It is best to know fairly well.

工作流程标准化对工作习惯有很高的要求，知易行难，需要长时间的习惯养成。工作复盘很重要，做完一份工作后想一想自己有哪些不足，哪些错误是不应该犯却犯了，哪些地方还有改进的空间。没有复盘的工作方式就像是爬斜坡，很容易再次犯错，而经过复盘的工作方式就像是走台阶，上得可能慢一点，但更稳，走得更远。朋友圈内一些律师喜欢制作一些指南或Tips，把自己办案过程中的经验分享给别人。其实在制作指南或Tips的过程中，这些律师就是在做复盘的工作，既帮助了别人，又沉淀了经验。

Standardization of work flow has high requirements on work habits, which are easier said than done and require long-term habit formation. It is very important to resume work. After finishing a job, think about what your shortcomings are, what mistakes should not have been made but have been made, and where there is still room for improvement. The working method without resumption of trading is like climbing a slope, and it is easy to make mistakes again. The working method after resumption of trading is like walking on steps, which may be slower, but more stable and go further. Some lawyers in the circle of friends like to make some guides or Tips to share their experiences in handling cases with others. In fact, in the process of making the guide or Tips, these lawyers are doing the work of resuming the offer, which not only helps others, but also precipitates the experience.

日常工作中我们可能会遇见一些其他律师或法务制作的高质量的法律文件，这些文件是非常好的学习素材。一些律师助手类的工具实际上就是在做这个工作，将高质量的文件进行模块化拆分，再根据律师的需求进行整合。当笔者意识到这个问题的时候，笔者会有意识地将高质量的法律文件收集起来，综合多种资料，再制作属于自己的文件模板，尤其是一些比较常见的文件，如劳动合同、员工保密协议等。在某种程度上文件模板就是将法律服务产品化了，有时候甚至不需要调整就可以交给客户。这时候，律师不再是用时间换金钱，而是用资产换金钱。

In our daily work, we may encounter some high-quality legal documents produced by other lawyers or Legal Affairs. These documents are very good learning materials. Some paralegal tools are actually doing this work, modularizing and splitting high-quality documents and integrating them according to the needs of lawyers. When the author realizes this problem, the author will consciously collect high-quality legal documents, synthesize various materials, and then make his own document templates, especially some more common documents, such as labor contracts, employee confidentiality agreements, etc. To some extent, the document template is to turn legal services into products, and sometimes it can be handed over to customers without adjustment. At this time, lawyers no longer exchange time for money, but assets for money.

三、坚持不做瘸腿律师。案源是所有律师最关心的事情之一，甚至可以说是最关心的事情，案源意味着业务收入。

3.Insisting on not being a “lame lawyer”. The source of the case is one of the things that all lawyers are most concerned about, and even can be said to be the most concerned. The source of the case means business income.

身边事业有成的律师，你会发现他们都有几个能够带来稳定业务的大客户。尤其是在全国领先的几家律师事务所中，没有几个业务量稳定的金主爸爸是很难做到高级合伙人的。有时候，比起案源多，案源稳定更重要，而且核心大客户就那么几个，客户关系维系也会相对简单。青年律师应该尽早建立一个紧密、有效的人际关系网。理想的律师人际关系网应该由250-500人组成，这些人应该由具有选聘律师决策权或者能够很大程度影响选聘律师的人，以及能够介绍案源的其他律师组成。Successful lawyers around you will find that they all have several large clients who can bring stable business. Especially in the countrys leading law firms, it is difficult to become senior partners. Sometimes, it is more important to have stable sources of cases than to have more sources of cases, and there are only a few core large customers, so the maintenance of customer relations will be relatively simple. Young lawyers should establish a close and effective network of interpersonal relationships as soon as possible. The ideal lawyer network should be composed of 250-500 people, who should be composed of people who have the decision-making power to select lawyers or can greatly influence the selection of lawyers, as well as other lawyers who can introduce the source of the case.

一些律师会选择购买搜索引擎的律师推广服务或者入驻一些法律咨询网站，坦率地说，这种营销方式不能作为长期的有效策略，否则很容易产生职业倦怠感。试想，通过搜索引擎或者法律咨询网站找律师的人群主要是哪些人，可以肯定的是这些人在现实生活中没有自己的律师朋友或者寻找靠谱律师的渠道。这些人的付费意愿和能力往往不强，甚至有一些蹭咨询的现象。拿到你的联系方式后，电话狂轰乱炸，就是不愿意付费或委托，就在与此同时搜索引擎或法律咨询网站正在对你进行扣费，相当于你在出钱为别人服务。更为重要的是，这些案源的质量可能不高。

Some lawyers will choose to buy lawyer promotion services from search engines or enter some legal consultation websites. Frankly speaking, this marketing method cannot be used as a long-term effective strategy, otherwise job burnout will easily occur. Just think, who are the main people looking for lawyers through search engines or legal consulting websites? What is certain is that these people do not have their own lawyer friends or channels to find reliable lawyers in real life. These peoples willingness and ability to pay are often not strong, and even there are some phenomena of consulting. After getting your contact information, the phone exploded wildly, just unwilling to pay or entrust. At the same time, search engines or legal consulting websites are deducting fees from you, which is equivalent to paying for services for others. More importantly, the quality of these cases may not be high.

而紧密、有效的人际关系网则很容易形成良性循环。这些人往往都是我们现实中接触的人，甚至是非常好的朋友，信任成本较低，形成委托的机会很大大提高。

However, a close and effective network of interpersonal relationships can easily form a virtuous circle. These people are often we come into contact with in reality, even are very good friends. The cost of trust is relatively low and the chance of forming entrustment is greatly improved.

四、坚持律所及个人品牌打造。持续的创造和传递价值，让对方觉得你是一个靠谱的人，碰到问题愿意向你求助，甚至愿意将自己的朋友介绍给你。这个过程，也就是个人品牌打造的过程。因此，我时刻告诫自己，也经常和身边的朋友交流，不要过于在意一时的得失，眼光要放长远，持续不断地树立和传播个人品牌。作为专业的法律服务提供者，青年律师应该解决客户棘手的问题，将自己塑造成可信赖的行业专家，而不是急功近利的贪婪商人。青年律师应避免成为万金油型的律师，而应该成为某个利基市场或者细分领域、某类案件的青年专家，并以此达成“自动”进入潜在客户考察范围、让潜在客户“慕名而来”的阶段性目标。

4,Adhere to the law firm and personal brand building. Continue to create and transmit value, make the other party feel that you are a reliable person, willing to ask you for help in case of problems, and even willing to introduce your friends to you. This process is also the process of personal brand building. Therefore, I always warn myself that I often communicate with my friends around me. I should not pay too much attention to temporary gains and losses. I should take a long-term view and continuously establish and spread my personal brand. As a professional legal service provider, young lawyers should solve the thorny problems of their clients and portray themselves as reliable industry experts instead of greedy businessmen eager for quick success and instant benefits. Young lawyers should avoid becoming all-gold lawyers, but should become young experts in a niche market or sub-sectors and certain types of cases, so as to achieve the phased goal of “automatically” entering the scope of investigation of potential clients and “attracting fame” from potential clients.

青年律师如何尽快成为行业专家，也就是近年来业内谈的比较多的律师如何专业化的问题。坦率地说，每个律师都想找到属于自己的专项市场，但专项市场的寻找绝非易事，对于别人来说是专项市场，对于自己可能不是。但是，可以肯定的是每个律师都可以在自己有兴趣且有比较优势的领域持续地专业化。如果你的日常工作，不懂法律的人也能做，或者是简单法律工作的高度重复，你就要高度注意了。

How can young lawyers become industry experts as soon as possible, that is, how can lawyers become professional, which has been talked about more in the industry in recent years. Frankly speaking, every lawyer wants to find his own special market, but it is not easy to find a special market. It is a special market for others and may not be for himself. However, what is certain is that every lawyer can continue to specialize in areas where he is interested and has comparative advantages. If your daily work can be done by people who do not understand the law, or if it is highly repetitive of simple legal work, you should pay close attention to it.

对于职业发展问题，笔者自身也有很多的困惑，日有所思，月有所得，写这篇小文章的主要目的是希望各位年轻律师能够成长为精英律师，在执业的道路上也能意识到上述问题的重要性，进而有所思考，有所成长。

As for the issue of career development, I also have a lot of perplexity. I think about it every day and gains sometimes.The main purpose of writing this small article is to hope that young lawyers can grow into elite lawyers, realize the importance of the above issues on the way to practice, and then think and grow up.