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A modern law firm revenue playbook. How AI, cross-serving, coaching and BD habits combine into a growth stack that compounds, even as legal work commoditizes.
A managing partner's playbook for building a firm-wide culture of business development, from strategy and skill to habits, accountability and compounding revenue.
The seven reasons law firm business development programs fail, from event-driven training to missing accountability and the operating-system approach that finally works.
While there’s no shortage of conversations around AI and the practice of law, what about its implications on client development? As AI makes legal expertise…
An Altman Weil survey of 81 managing partners found that 74.4% of firms rate their cross-selling as poor. Here is a checklist for improving performance.
Lawyers looking to build a thriving practice should focus on key measures that will get them to their end game, explains attorney, author, and consultant David…
Where did strategic planning go wrong? Strategic planning within law firms is subject to unrealistic expectations it can’t deliver. Strategic planning is not…
It’s the rare few who win the lottery by becoming heir to a giant book of business. If that’s you, feel free to skip this article and go admire your investment…
Every business has two major management responsibilities – minimizing expenses and maximizing revenue. Law firms can cut costs, but that’s the easy part. The…
As a law firm leader, you are regularly consumed with finding ways to get your lawyers to pursue their development opportunities, with the best of the best…
For decades, I’ve helped my clients change. Now it was my turn. For as long as I can remember, I’ve wanted to clone myself, to create a twin that could bring…
There is no shortage of approaches for becoming a successful leader. A quick search on Amazon.com for books with leadership in the title yields a mind-boggling…
Right up front, can we agree that for most law firms to be successful, their lawyers must sell? Despite being in a “profession,” the brutal reality is that we…
If there’s one thing I’ve learned having trained and coached thousands of lawyers for over two decades, it’s that implementing new initiatives requires engaged…
When it comes to business development, law firm leaders often feel hamstrung. While it’s blindingly clear how important growing revenue is to the health of a…
Here’s how small to midsize firms can buffer the economy’s impact. So … Many … Hats! How chief operating officers, administrators, and executive directors in…
For 27 years, I’ve trained and coached thousands of lawyers on how to build exceptional books of business. One of the core principles is to go where the action…
Techniques for Staying Connected to Important Targets Ask any salesperson, and they’ll tell you same thing, selling is a full‐contact sport. For high‐level…
Gamification is more than just a buzzword. When implemented correctly in law firms, it can help you achieve your strategic goals. You’ve certainly had your…
It is no secret that the current market may be the toughest that many lawyers have ever faced. Business development approaches that worked for years, even…
One of the core tenets of sales is to build trust and comfort in the buyer. The buyer serves as the gatekeeper for their organization, so your job is to reduce…
It’s time for “that” meeting again. Yes, the one where the Managing Partner, Executive Committee and other top leaders complain about weak rainmaking efforts…
Ever get a song stuck in your head? Have you ever felt inspired by exceptional composition, powerful lyrics or the virtuosity of a vocalist or musician?…
In an increasingly competitive international marketplace, law firms must consider what it takes to truly differentiate themselves. While differentiation is a…
It can feel like there are a million ways to market legal services. But like anything else, when you dive deep and look at the core elements underpinning great…
“Those larger firms have well-known brands, and no one really knows us.” “We don’t have the staff or the budgets they do.” “We don’t know how to compete…
A Well-Designed Law Firm Retreat Can Elicit New Ideas, Provide Focus, Make Key Connections and Drive New Revenue How do you distinguish an ordinary law firm…
In a prior article in which I described three power tips for building a great book of business, we discussed the importance of becoming “famous”. In this…
Here’s the scenario: You’ve received the mandate from leadership to conduct a retreat for your law firm. You have a date, the venue, and a retreat committee…
Tear the roof off most any major law firm and what do you see? Massive amounts of unfocused marketing energy. From this 30,000 foot, leaders-eye view,…
In this column, we highlight “Cross-Selling Culture Champions,” those who step up and proactively engage in behaviors that encourage more, and better,…
Brian Cromwell, a partner at Parker Poe Adams & Bernstein in Charlotte, NC, hopes to avoid too many repeat clients. According to him, “if your corporate client…
Accelerated Learning Through Crowd-Based Facilitation On May 21st, 2020, the Professional Development Consortium held a first-of-its-kind virtual brainstorming…
During this pandemic, most firms have understandably focused on playing defense by engaging in cost-cutting, decreasing pay, and reducing headcount. But…
The word of the day is “disruption.” This pandemic has unleashed seismic ripples that have created a new world of lawyers and staff working from home, trials…
Losing the ability to meet in person doesn’t mean firms must lose the ability to bring their people together. In many firms, the main differentiator is…
The ongoing specter of COVID sets the stage for very uncertain times. It triggers thoughts and feelings that set amygdalas on high alert, hijacking our ability…
