Why we haven't reached wage and leadership parity yet and how we can.

1. Colorado
Women’s Bar
Association 2013
Conference
Project Lily Pad
Power of by and for the 21st Century Woman Lawyer
Victoria Pynchon, Esq., Founder,
She Negotiates Consulting and Training

2. There is nothing wrong with you!!!!!!!!!

4. If men couldn’t
have careers and
families at the
same time, we
would have solved
the “work-life”
problem a long
time ago

5. Project
Lily Pad
• 50% associate hires
since 1981
• 1st partner 1983
• 16% equity partners
today
• 14% Fortune 500
senior executives &
3% of CEOs

6. • 1 water lily in early
spring
• Next week, one pad
• Next week, two pads
• Next week four pads
• 16 weeks later, half
covered
When will whole pond be
covered?

7. • 15% take
one
woman
• 30% take
one
woman
• 60% flip a
coin

8. PHYSICAL POWER

9. Physicality

10. • The Performer: Mick Jagger --
"This is a classic expression of
feeling powerful in the
moment-it causes you to
physically expand."
• The CEO: Oprah Winfrey--"The
body language naturally
projects dominance. It's
unusual to see a woman in this
position."
• The Classic: Wonder Woman--
"She's really opening up. The
feet spread, the hands on the
hips. She's taking up space."
• The Loomer: Lyndon Johnson--
"Johnson was 6'4", and he
used his stature very
thoughtfully-to both intimidate
and seduce."

12. Stand Up!
• Self-
soothing
• Power
poses
• Cursing
• Crying

13. POWER
• What are your super
powers
• What is your authority
• What resources can you
deploy
• What punishments can
you employ
• How willing are you to
use your power
• Is it power-over or power-
to and power-with
• Where is the power in
your firm
• How can you accrete
some of that power to
yourself?

14. • Connection explains men’s, but not
women’s, probability of being
voted “star” analysts
• For women, education
achievements and accurate
forecasts explain “star” award
• Men reap higher returns from
connections than women
• Investors are more willing to rely
on soft information such as
connections to evaluate men than
women.

15. Social Capital
•Do you
have it?
•Can you
use it?
Women analysts
have as much as
men
Recommendations on a
connected firm have
immediate impact that is
about 25% bigger for buy and
sell recommendations
While social capital is converted into
business savvy/knowledge for men, the
same is not true for women
Women’s career advancement is more
dependent on measureable
competence, men’s on social capital

16. Flirting

17. = ?

18. Measuring the value of legal
services by the time it took to
provide them is like putting a
thermometer into an oven to
read the temperature

19. STAKEHOLDERS
YOU
ME
CLIENT
NEW
COUNSEL
SENIOR
PARTNER
me

20. If you complain,
you won’t have
this client’s
business ever
again
NEW
COUNSEL
me

21. WHAT DOES EVERYONE WANT?
SENIOR
PARTNER
NEW
COUNSEL
CLIENT me

22. • Women dropped
more quickly
than their male
counter-parts
– Superiors
afraid of
giving women
feedback
– Superiors
afraid of
hurting
women’s
feelings

23. Own the
problem/be the
solution/ask for
feedback

24. Think horizontally
These women are not competing among themselves

25. We will circle the
drain of the wage gap
as long as it exists for
any woman.
ANCHOR
FIRST AND
HIGH

26. • Use the strategic “no”
• Network
• Know what power you
have
• Translate power into
authority
• Use authority to
advance your career
goals
• Sponsor Women
• Refer to Women
Power unused is
power useless.
Gloria Feldt, Former National
President & CEO of Planned
Parenthood

27. EXERCISE
• Ask your negotiation partner for something you
want and haven’t been able to get
• Tell her who she is; why she keeps saying “no” (or
why you haven’t asked)
• Start the conversation by offering her something
you know or believe she wants
• You asked that I leave something with your
women that they could use after I was gone. I’d
like to make my book available to them at a
discount instead of may I sell my book to your
women?