Business Development

News & Analysis as of

Our Biggest Marketing Flop. (Updated)

Marketers like to argue which works better, Marketing or Sales. [2017 update] It’s like asking which is more successful, Nike, the classic marketing company, or IBM, the definitive Sales organization. Obviously, the...more

2017 – The Year to Try Something New?

2017 has arrived, and already the year is looking like one of change outside the narrow bounds of the legal profession: The Cubs are national champions and University of Alabama is not, Brexit negotiations will be getting...more

Collaboration, Clients, and Coffee Fuel Kilpatrick’s New Office Design in San Francisco

Kilpatrick Townsend & Stockton recently transformed its San Francisco office, the firm’s oldest and second largest, from a three-floor traditional law firm setting into a two-floor high-tech, open-space environment to create...more

Lawyers Won’t Sell Until They’re Sold: How Marketers Can Address Business Development Reluctance

Most lawyers do not express interest in business development or anything else that might distract them from billable work unless their self-preservation depends on it. Here's how law firm marketers can still work with that...more

$1,000 Lawyers and Howard Schultz’s $12 Cup of Coffee

Howard Schultz recently announced he is stepping down from his role as CEO and Chair of Starbucks to focus on the company’s plans to build high-end coffee shops that charge as much as $12 per cup of coffee. That makes me...more

9 Ways to Persuade Lawyers to Abandon Legalese and Write Clearly

In-house counsel may be able to read dense alerts, but they are not inclined to do so....more

What Do In-House Counsel Really Want? It’s Not Rocket Science

Other than merely gods that control your life and book of business, in-house counsel are people. When you put your mind to it, it’s not that hard to figure out what they want....more

The Strange Pattern of BigLaw

There is a certain pattern or chronology of decisions that most law firms in the U.S. engage in that continues to baffle me. This year especially. First, BigLaw instituted enormous associate raises notwithstanding the clamor...more

Herding Visionaries & the Velocity of Change

I have learned a lesson over the past few years that has revealed itself most often during the frequent get-togethers we are lucky to have with other disruptors in the legal industry -- herding visionaries is a difficult...more

5 Ways to Foster Innovation in Your Business

At the Blakes Innovation Forum recently held at MaRS Discovery District in Toronto, leading entrepreneurs, academics, policymakers, legal experts and business leaders came together to discuss how to bring innovation into the...more

When We Consult on AFAs, These 3 Issues Are Raised

As part of our new foray into consulting, Pat Lamb and I have had the chance to help guide several small and mid-sized law firms interested in moving towards alternative fee arrangements but unsure where to begin. Having...more

21 Rules for an Effective Business Lunch

I come from a skiing family – not a “luxury condo at Vail” kind of skiing family, but more of a “tromp through the parking lot in ski boots with your sack lunch because your mom won’t let you buy a $12 burger in the lodge”...more

7 Ways to Effectively Promote Your Next Webinar for Maximum Attendance

Seven ways to easily increase attendance for your upcoming webinar(s)....more

Seek Out and Heed Advice

You can go it alone, but why? We all need help and guidance. You need to have people to go to with questions, to bounce ideas off of and to sound out ideas. It may be a mentor, a friend, a co-worker, well you get the idea....more

What is the ROI for Law Firm Leadership Development?

What's the cost of doing nothing? Mark Beese shows us how we now might have an answer....more

Business Development Training: Five Simple Resolutions for 2017

As is customary, the New Year brings with it a variety of resolutions, plans and promises. As such, this is a great time to outline and schedule business development training for the year. Along with the traditional...more

Cost Cutting and Efficiency for 2017 - Tactics revealed for business transactions

Cutting costs and increasing efficiency are likely near the top of your business resolutions for the new year. Reflecting on some 2016 deal closings has revealed tactics for cutting costs and increasing efficiency in closing...more

10 Questions That Need Answers for a Successful 2017 (and Beyond)

At about this time last year, I wrote a blog about 10 Projects That Can Produce Big Results in 2016. My goal was to get each reader’s firm to focus on one signature project from a “menu” of options that would have a positive...more

Let it go

One thing I’ve learned over time is not to bottle up anger. Ever since I was a kid, I was passive-aggressive, I wouldn’t confront people with issues that bothered me and I’d bottle it up until I blew up later down the line. I...more

Law Firm Business Development: Reducing Stress in 2017

What does stress have to do with business development? A lot. Building, maintaining and growing a significant practice coupled with billable hour requirements and participating in managing the firm all equal stress. These...more

Lawyers Are Ignoring a Vital Business Development Tool

When we teach and discuss Legal Project Management (LPM), we stress that the last of LPM’s five basic steps, Post Project Review, not only is every bit as essential as the first four steps, it can be an extraordinarily...more

I'm Embracing the Marketer of 2017 in Me - Are You?

Words of inspiration, the latest in series of 12 digital media posts by our friend at the Legal Marketing Association....more

Lessons For Law Firms in 2016's Top Video Trends

The latest in a year-end series covering digital media from our friends at LMA. Oliver Thoenen on live video's ascendancy and other trends in 2016....more

It’s the Most Wonderful Time of the Year for Business Development

Let’s regroup after the holidays. Let’s give it some thought after the holidays. No one is doing much now, I will reach out after the holidays. I promise I am not a distant relative of Ebenezer Scrooge or...more

The Compliance Oversight Review Committee

This week has evolved into an exploration of different types of compliance committees a company might employ to make their compliance function more effective. On Monday, together with Baker Hughes Incorporated (BHI) Chief...more

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