Business Development

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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

What Executives Want from Go-To Outside Counsel

Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I don’t know which internal medicine physicians have the best...more

The Myth of Bigger as a Strategy

Seth Godin had an insightful post in his blog today, Bigger for?. He writes about the pains of checking into a huge hotel, where no one knows your name, there is always a line at check-in and the gym is full at 5 in the...more

“It’s just $10 an hour.” Not quite.

I was having lunch with a friend a few days ago and we started talking about the legal industry’s move to pay starting lawyers $180,000 a year. Plus benefits. To me, salaries of this kind are the product of the criminally...more

Law Firm Revenue Growth: Business and Market Intelligence Keeps Client Teams Moving Forward

Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can pursue new opportunities for gaining more client share was another one of the...more

Stories Help Reinforce Key Messages

I am a devoted fan of National Public Radio and suspect many who are reading this post also find their news stories both informative and memorable. Nina Totenberg, who covers the Supreme Court, is a particular favorite of...more

Myrland Marketing Motivation: I Don’t Have Time.

Myrland Marketing Motivation, A Little Virtual Encouragement To Start Your Week. More Motivation Than Marketing. It’s A Monday Kind Of Thing! How many times do you think or say “I don’t have time?”...more

Chambers Referees: Valuable for More than Just Rankings

While Chambers submissions may seem like a time drain of epic proportions, direct positive benefits can be gained in the process far beyond the ultimate rankings themselves. Asking clients and colleagues to act as references...more

The CRM Framework

Once you have a solid CRM foundation to build upon, it’s time to begin building out the CRM framework for your system. Of course, the building blocks for every CRM are the contacts, including both people and companies....more

Law Firm Business Development: Advice from a Taxi Driver? Read On!

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

Answer Your Phone

One of our more popular blog posts last year talked about the importance of actively listening to clients in a world of many distractions. We quoted author Sherry Turkle’s observations about putting away your cell phone to...more

5 Strategies to Grow Your Business – Action Items from the LSSO RainDance Conference

Sheenika Shah's recap in five lessons of the recent LSSO Raindance Conference in Chicago....more

Lack of Business Development Support May Be Just What You Need

I recently attended the Legal Sales and Service Organization’s Raindance Conference in Chicago, which, by the way, I highly recommend. The keynote speaker, Jeff Kaplan, PhD of the J. Alan Group, spoke about a growing trend in...more

Delight Your Clients with G.L.U.E.

At the recent Client Experience in Professional Services conference in Durham, North Carolina, Stan Phelps shared his insights about winning the hearts of customers and influencing positive word of mouth. Phelps is the author...more

Are You Investing Your Firm's Billable Hours Wisely? 10 Questions to Make Your Writing Efforts Matter

Law firms are in essence considering the job done once their articles are approved and published. But is the goal to just get it published? Isn’t the goal to get it read by the right people to the benefit of the attorney who...more

[Event] The 2016 Accountant Liability Update: Strategies for Success and Risk Avoidance - June 23rd, Waltham, MA

LeClairRyan invites you to join us for a free half-day seminar: The 2016 Accountant Liability Update, Strategies for Success and Risk Avoidance. The stakes could not be higher or more challenging. It is not your father's (or...more

LMA 'Body of Knowledge' Helps Elevate Legal Marketers to Business Leaders

The Legal Marketing Association has developed a Body of Knowledge (BoK) to clearly define the accepted domains, competencies and associated skill sets needed at the essential and advanced levels of the legal marketing...more

Focus to Grow: A Winning Practice Strategy for a Digital Age

Lawyers often tell us they have limited time to devote to marketing and business development and want to know the most effective way to maximize their time. Without hesitation, our response is “specialize!” (Actually, because...more

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