Business Development

News & Analysis as of

Crowdfunding or Private Placement Memorandum?

Spurred by the frenzy of mid-century modern furniture of the 1950s and 1960s returning in popularity, a growing number of collectors are investing in and holding vintage furniture. Capitalizing on that craze, N. Stile Sune’s...more

Partner and Firm Profitability in 3 Steps: Plan, Monitor, Bill (Part 2)

Inextricable - In part 1 of this series, we looked at macroeconomic trends in the legal market, including: flat-to-negative demand growth; rapid growth of the alternative legal service provider (ALSP) market as a result...more

Three Opportunities to Raise the Bar in Client Service

The bar is low. Despite tremendous progress in the past 20 years, law firms continue to lag behind their clients’ industries and other professional service firms when it comes to innovation, client experience and client...more

Starting an In-House Revenue Recovery Program – First Steps

In the old adage of journalism, the important questions to answer with any story are “who, what, when, where, how and why.” My last two posts explaining revenue recovery programs explained the “why” — why they can be...more

#LMA17: Conference Networking Tips From Our Friends

We all have our reasons for attending Legal Marketing Association conferences. It might be to learn. It might be to meet like-minded people. It might be to network. It might be to discover new tools, services, or products we...more

Use Your Leverage: You Have the Building Blocks of a Webinar Program and Probably Don’t Even Know It

It's smart marketing sense to funnel all of your firm’s outreach and content production into different types of webinar series. Here's why....more

Post-Election Update on Cuba

New Administration’s Cuba Policy Plans - Prior to President Trump’s inauguration, and in an effort to continue normalizing U.S.-Cuba relations, President Obama ended the "wet-foot, dry-foot" policy which since 1995 has...more

The Radio Shack lesson for plan providers

Radio Shack filed for bankruptcy again and is closing another 187 stores. I know the jokes and how people are puzzled that they’re still in business. However, there is a lesson here for plan providers....more

Law Firm Business Development: Tips to Help You Successfully Integrate New Laterals

My colleague, Jim Cranston, wrote about the importance of asking the right questions to improve your success rate with lateral recruiting. As a follow up to that blog, I want to emphasize the second piece of improving your...more

Testing a New Franchise Concept

One of the toughest challenges an aspiring franchisor may face is selling its first franchise. Who would take the risk of buying a franchise from a franchise company that has no franchisees?...more

I Hope My Mom Doesn’t Like This Post

Building and maintaining an audience for content is a true challenge for professional services companies, especially given today’s dynamic where organizations are de facto publishers and marketers of their content....more

Dream Big. Why Not?

As a young boy, I vividly remember following Bobby Kennedy’s Presidential campaign. Like his brother Jack, Bobby was greatly admired in my Irish-American household. His death was met with great sadness. I sat riveted during...more

Business Development Not-to-Do #3: Establish and Reinforce Your Expertise

In a buyer's market, your expertise and experience becomes the entry fee, not the winning bid....more

Your Client Was Just Fired…Now What?

It happens. General counsel get fired—and sometimes fired very publicly. And law firms are rarely prepared for the unexpected people changes at their clients, let alone have a clear plan as to how they might impact the work...more

Email Etiquette: Think About It From Your Client’s Perspective

I just spent a couple of minutes looking for the telephone number of someone who sent me an email. No big deal, except that if it is your client’s time spent looking for your number, it is a big deal. If you do something...more

Networking Done Right - 9 Simple Steps for Lawyers

Nine ways for lawyers to perfect their approach to networking, by Society 54's Kazia Howard....more

Pick up the damn’ phone

As a consumer, I have to say the thing that annoys me the most is when you call a company or a person and they don’t return the call or reply to the messages I left. It’s annoying because to me, it shows a lack of care or the...more

No, *Really* Make Your Next Webinar About Your Clients...

The narrative format is what makes us human – and being human is what cuts through the noise....more

5 Ways a Law Firm Network Can Make Your Firm More Successful

Law firm networks understand that relationships are the lifeblood of their organization. Lindsay Griffiths of ILN with more....more

The Legal Marketing Process: 3 Key Phases of Marketing [Chart]

Law firm leaders interested in a succinct description of the marketing, business development and client development functions of the firm might be interested in this graph courtesy of Group Dewey Consulting....more

The Bright Line Between Lawyer Marketing and Sales

Successful marketing gives you a willing person to sell to, but you still have to make the sale....more

Dishing on the Importance of Good Client Care

Chew on this: Society 54's Morgan Lewis shows why client service matters to your law firm's bottom line....more

Active Business Development Training Strategies

As an alum of Chico State in California, I get the college’s newsletter a few times each year. I recently received one that caught my eye and reminded me of my current work training lawyers on business development. The...more

Your “Mashup” of eDiscovery Market Estimates is Even Earlier This Year: eDiscovery Trends

We look forward to the eDiscovery Market Size Mashup that Rob Robinson compiles and presents on his Complex Discovery site each year. Each of the first three years that we covered it, the Mashup was released in July – with...more

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