Business Development

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Avoid the leadership vacuum

For any presidential campaign, there usually is an ad about which candidate would you trust to handle the phone call in the wee hours of the morning. You want someone to answer the call instead of it just going to voice mail....more

In the Time of Giving, it’s the Little Things

Many law firms understand how to meet their client’s biggest and most obvious client service preferences. We’ve all laughed about (and learned from) the story of the firm that FedExed its RFP response to UPS and was summarily...more

5 Places to Meet a New Client During the Holidays

The holiday season, and its social opportunities, will be over before you know it....more

Lawyers: No Time To Create A Marketing Plan?

It’s the end of November. For some of us, this means a change in seasons when the leaves turn color and fall off, and the air turns brisk. Things begin to change. We wear additional layers of clothing to accommodate the...more

Enough About "Relationships," Please

Nobody offers a useful definition of the term....more

Client Q&A: Lecorpio, Doug Luftman, Chief Innovation Officer and General Counsel, November 2016

Trusted by the world’s most innovative companies, Lecorpio Intellectual Property Management provides a secure, web-based portal for centrally managing the entire IP lifecycle – from the submission of disclosures and trademark...more

You Already Know ‘All You Need to Know’ to Get More Law Firm Clients

What is your number one obstacle to attracting new business? If you are like most of my clients, your answer is “time.” Lack of sufficient time is the one thing that wreaks the most havoc on the would-be rainmaker....more

Lawyers, Here’s One Skill You Need To Have

Imagine if all of your clients said: “Thank heavens that problem has been taken care of. I feel like the weight of the world has been lifted off my shoulders.” Even better, imagine they also said this: “I had an amazing...more

Law Firm Business Development: Is Marketing Department Outsourcing The New Black?

Outsourcing a law firm’s back office functions like Finance or Information Technology (IT) certainly isn’t a new concept. However, as law firm leaders continue to seek ways to grow the firm’s bottom line and improve the...more

The World Really is Different: Realizing that Change is Okay

A few weeks ago, while facilitating an All-Lawyer retreat, I had an interesting ah-hah moment. This was an unusual retreat. In the course of our consulting work we facilitate and attend a lot of client retreats, but most of...more

Create Strong Marketing & Business Development Plans: Ready, Set, Go!

With the holiday season fast approaching, the last thing on your mind is marketing or business development plans for the upcoming year. However, without strategic plans and a budget, chances are slim that the next year will...more

Five Questions Business Development Coaches Should Ask During Transitions

The election of Donald Trump as President has sent shock waves around the world. Indeed, the unexpected outcome has created many questions and much uncertainty about what will happen in the next few months and...more

Half Baked: The Brave New World of Branding Weed

In last week’s election, California voters passed Prop 64, which means recreational marijuana can be sold and used by persons over 21 within the state. But don’t get excited about the gold rush just yet. Recreational...more

The Secret to Webinar ROI?

The information a webinar platform provides about the audience is what makes it an invaluable business development tool....more

A Few Questions to Drastically Improve Your Client Relationships

Fall is one of our busiest interview seasons at Wicker Park Group. Just last month, I conducted over 30 individual interviews. The companies ranged in size, revenue, region, complexity and legal department sophistication, yet...more

When should a law firm develop its own software?

Never. Law firms should never develop their own software. Okay, fine, perhaps some explanation is in order. While the above conclusion may seem obvious to me and to many others, whenever I make this assertion on...more

Houston Shareholder Dedicated to Profession and Helping Others

Eddy De Los Santos grew up in Port Isabel, Texas, where he lived until graduating high school in 1991. He went on to begin his undergraduate career at Texas A&M, receiving a Bachelor of Business Administration in Management....more

Giving for the right reason

A few weeks back, I had the pleasure of interviewing Ross Marino from Rekon Intel and he told me about a non-profit they set up which you can find at www.missionmadeglobal.org. I commend Ross on giving back to the community...more

Want to Draw a Professional Audience to Your Webinars? Offer Accreditation

Offering continuing education credit through your webinar is a great way to attract and engage a professional, targeted audience. Here's how to do it....more

Yes, Virginia, Law Firms are Hiring Sales Professionals!

The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals. What? Really?...more

Privacy Tip #59 – Check your Privacy Settings on Your LinkedIn Account

I am watching Game 7 of the World Series, and it is the bottom of the 8th and the score is 6-6. It is very difficult to concentrate on this blog post. So I am taking the easy way out and reminding you to check the...more

Why In-House Counsel Should be Leading the Way for Revenue Recovery

My last post was an introduction in ways to change the conversation from in-house legal departments being cost centers to instead, being centers for recovering revenue for their companies. Now, the question may be why you...more

Revenue Recovery through In-House Legal — Changing the Conversation

“Legal is just a cost center.” - “The business drives the revenue; legal puts the brakes on us.” - “In-house lawyers should focus on preventing loss to the company.” - These statements, often heard about...more

Cubs Win! Cubs Win!…..Will Clients be Next?

Holy Cow! After 108 years, the Curse of the Billygoat is dead, and the world has changed. For Chicagoans, it’s been a long time. No one alive today actually remembers personally the last time the Cubs were World...more

Rethinking Stakeholder Engagement for the New Millennium – Part II

This week, I began a two-part series based upon recent Research Report (Report) issued by BSR entitled “The Future of Stakeholder Engagement”, authored by Sara Enright and Alison Taylor, with additional guidance and insights...more

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