Business Development

News & Analysis as of

Lead Change or Hang On for Dear Life

Change is. Years ago, many people debated whether the legal industry was changing. Truth be told, the debate was silly. Change is. The only question is the speed of change. It used to be slow. It took years to move from...more

Attorney mom of special needs child chooses law, motherhood

GableGotwals attorney Ellen Adams put her firm's family friendly policies to the test eight years ago when she delivered a child with special needs. Adams was given all the time and flexibility she needed to balance her...more

Here’s how to easily fix one of the worst networking mistakes.

Take 200 business cards out of your desk drawer, bring them home, and scatter them around your life. Distribute them everywhere you may later find you need them. More detail on this is below. But first some...more

The Right Time to Visit a Client

When discussing client relationships and client service with law firm leaders, we are often asked a question I find surprising: When is the best time to go visit a client? Before delving into the answers to that...more

Business Development Education is Key to a Law Firm’s Success

A key component of my position as Director of Marketing and Business Development at a law firm, is to educate. As many new attorneys in private practice quickly realize, marketing and business development are generally not...more

Preventing Data Quality Depression – and Rolodex Rejection

So what do you do if you just can’t seem to get data quality help from within your firm – or if you don’t want to spend months manually cleaning your CRM data? How big a problem is data quality depression really?...more

Is My Partner Stupid? Is My Partner a Thief? Cross-Selling Fears as Obstacles

For years, cross-selling has been seen as the almost unreachable holy grail of law firm business development. Firms know if they can figure out how to cross-sell their services they can increase revenue substantially and...more

Client Development Tips from an In-House Counsel

I began my legal career like the majority of law school graduates—by joining a law firm as a fresh-faced associate. My primary job responsibilities were to represent the firm’s financial institution clients in litigation...more

Let the Games Begin: Exterro Launches its 2016 Law Firm Benchmarking Survey

The Olympic Games are a celebration of world unity through sport while allowing teams to measure their athletic abilities against other competitors, as well as previously recorded standards. The Olympic motto is “Citius,...more

What Lawyers Can Learn from Google About Collaboration

Problem: These days productive lawyering, successful onboarding of lateral hires, and effective Legal Project Management (LPM) place a huge premium on effective collaboration, and a recent Harvard Business Review study found...more

Nailing the Fundamentals – Connecting the Dots to Grow a Client Relationship

Solving a client’s business issues if you don’t know the solutions or services your firm has to offer can be like trying to solve a jig-saw puzzle without all the pieces....more

Top Issues Facing Automotive Joint Ventures

Joint ventures can help automotive companies expand their businesses. Sometimes forming a JV is the only way for a company to enter a foreign market. Although JVs can take multiple shapes, they generally involve pooling...more

New Retreat, CLE, and Marketing-Training Video

I’m delighted to (finally) have a demo video showcasing my law firm keynote, firm retreat, and marketing-training presentations.  I’ve been filming most of my speeches lately because many in-house marketers, administrators,...more

Reboot and Rediscover Your Passion for the Law

After thirteen memorable years as a trial lawyer at McManis Faulkner, I decided to take some time off and do other things in life. I left my practice in the midst of an all time high in my career – a unanimous verdict in the...more

Impact of DOL’s Final Rule on Business Development Companies

On April 6, 2016, the U.S. Department of Labor (DOL) released its final rule defining who is a fiduciary in connection with investment advice that is provided to benefit plans subject to the Employee Retirement Income...more

From Sponge to Trampoline: Putting the “Active” in Active Listening

Early in my law firm marketing career, I held an in-house position at a Pacific Northwest law firm of approximately 150 lawyers. I was asked to speak at the firm retreat. I shaped my presentation around the basics: Focus on...more

Moving Companies Forward: How Michelle Wilson Applies Her Expertise in Growth Companies to Her Role on the Board

Michelle Wilson knows growth. As senior vice president and general counsel for Amazon from 1999-2012, she helped guide the company through 13 years of growth. She currently serves on the boards of directors for Zendesk, Okta,...more

The Four Essential Rules of (Zombie) Loyalty

As mentioned in a recent blog post, we at Wicker Park Group love to read and love to share favorites with each other and with clients. Amid the many excellent books that address the client experience, we picked one...more

Law Firm Business Development: Turn “NO” Into an Opportunity!

I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more

Plumbing

Once the outside structure of your CRM is solid, it’s time to think about the infrastructure. How will the information need to flow within the system and externally? What types of connections or integrations will need to be...more

Who Will Be The Owners of Law Firms in the Future?

We are often asked what we think law firms will look like in the future. What will the leverage model be? Will the Equity Partner class be larger or smaller? How will the changes in the business impact staffing? These are all...more

Why Your Strongest Contacts Are Not Always Your Best Contacts—and What to Do About It

In early March 1955, a young African-American woman refused to give up her seat to a white passenger on a Montgomery, Alabama, city bus. Her name was not Rosa Parks. Rosa refused to give up her seat later that same...more

Law Firm Business Development: Are You Missing Opportunities To Connect?

Along with the warmer weather comes increased outdoor social activity. Accordingly, there are plenty of informal opportunities for relationship development—which we all know is what business development really is—in...more

Some Thoughts on the Importance of Word Choices

There are lots of articles about jargon. Apparently, people don’t read them. There are lots of articles advising people to use short, simple words. People ignore them at their peril. Calling someone a xenophobe or a...more

Nailing the Fundamentals: The Value of Rehearsing

While in NY recently, I found myself outside Carnegie Hall. Whenever I find myself there, I often think of the old joke attributed to Jack Benny that goes “How do I get to Carnegie Hall?” To which Jack replied “practice,...more

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