I felt compelled to write this blog about keeping in touch. I am amazed at how many people who have been laid off or furloughed who have reached out to our team over the past few months. To me, this is similar to reaching out...more
In tough economic times, business development takes on added importance. Here are some truly simple, yet often overlooked ways of adding some fuel to your business development activities. These tips are for seasoned...more
Excited about launching a new client team program, an 800-lawyer firm had everything in place. Leadership from the top and key stakeholders were strongly supporting the focus. They appointed five partners who had significant...more
Every lawyer gets it—they need to bring in business as part of their role as a lawyer and eventual business owner of the firm. Until someone literally walks them through the steps though, sales can be a mystery to many. Sales...more
It’s really quite simple and yet over and over we continue to hear that of all professional services firms, law firms—specifically the legal professionals, are absolutely the worst at meeting with clients on a regular basis....more
I feel compelled to write this post about the importance of the relationship partner paying attention to the client relationship. In the past twelve months, I’ve worked with six lawyers who have lost clients worth $2...more
“Nothing grows under a banyan tree.” This Indian proverb speaks of leadership styles. The banyan is a great tree. It spreads its branches, drops air-roots, develops secondary trunks and covers the land. A full grown banyan...more
What does stress have to do with business development? A lot. Building, maintaining and growing a significant practice coupled with billable hour requirements and participating in managing the firm all equal stress. These...more
Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget to ask for the business. My client, a young partner with an outstanding book of...more
Millennials, Gen-Xers, Baby Boomers, Silent Generation, etc. Much has been written and I dare say speculated about why things are not working well between the generations. This includes such generic statements such as,...more
I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver asked me where I went to college. I told him and then asked him the same question and he told me he was currently...more
I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder many lawyers have their own thoughts about the effectiveness of their firm bio and more...more