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Lawyers Need to Drop the Hard Sell

“Sales” is a dirty word at some law firms — one that brings to mind “Glengarry Glenn Ross” or a fast-talking used car dealer. But in an increasingly competitive marketplace, where firms fight one another to land work,...more

Lawyers: One Of The Most Important Questions You Can Ask Your Clients

I was just reading an email from WordPress expert Chris Lema about his recent search for a new job. He was discussing what made him choose one employer over another. Something he said stuck with me because it could help you...more

Ahead of the Curve: Three Big Innovators in BigLaw

Nashville, TN. It is time to put down the broad brush used to paint BigLaw as inefficient and out of touch. At least for me, that is the big takeaway from the 2014 International Legal Technology Association (ILTA)...more

Court Reporters and Legal Videographers – Beware of Address Searches on the Internet

Filling out an appearance page for a deposition or court transcript takes time and concentration. Everything has to be correct. Getting an attorney’s card is the best way to ensure you have the correct information, but as...more

Cutting Corners and the Question of Quality

As you might expect, proponents of Legal Project Management (LPM), Legal Process Improvement (LPI) and other approaches for driving greater efficiency and value into legal service delivery get a lot of blow-back. One of the...more

Senseless (in) Seattle - Confusing application of city’s B&O tax leaves service businesses in a quandary

More than 40 Washington cities impose local business and occupation (B&O) tax. This is in addition to the state’s B&O tax on gross receipts. When a business engages in activities both inside and outside a B&O tax city,...more

How to Make Clients Smile

We connect with our clients and contacts in many different ways — telephone calls, emails and by sharing on social networks. The quality of those interactions determines how we make our contacts feel. If we do it well, we...more

Of Soccer Balls and Social Media

What do lawyers and Pakistani factory workers have in common? More than you think. Especially when it comes to innovation....more

Every Good Lawyer Should Quit Working on Cases – Problem Solving versus “Working” for the Client

Years ago, when I was just starting in the practice of law, I was having lunch with a similarly junior colleague, and we were discussing the types of cases we were working on. As he ticked off his list of cases and told me...more

Law Alert: Recent Connecticut Supreme Court Decision Demonstrates Importance of "End of Representation" Terms in Engagement...

In its recent decision in Flannery v. Singer Asset Finance Co., LLC, 312 Conn. 286 (2014), the Connecticut Supreme Court provided a perfect illustration of how important it is for a law firm to have in place a mechanism for...more

Kudos to Jeff Carr

Regular readers know that Jeff Carr, the General Counsel of FMC Technologies, is my mentor, my client and my friend. Our relationship evolved in that order. I am very proud of each of these steps in the growth of our personal...more

The Jewel Unfinished Business Doctrine Loses its Luster

On November 15 and December 2, 2013, the Second Circuit Court of Appeals, in In re Thelen LLP and In re Coudert Brothers LLP, certified to the New York Court of Appeals the question of whether a client matter, billed on an...more

The Traits of Effective In-House Counsel

Effective members of corporate legal departments exhibit Servant Leadership characteristics; are proactively involved with the company; and they effectively communicate with others. Here's an in-depth look, an in-house...more

In-House Counsel: 5 Simple Ways to Make Your Client Happy

The best lawyers know that being a good lawyer requires knowing the law and being an excellent salesperson. It requires emotional intelligence and insight, service-orientation, responsiveness, and a desire to serve. Now that...more

World Cup Fever

Once again, the world’s attention is captivated by the FIFA World Cup tournament, this year being held in multiple venues around Brazil. Because of the better-than-expected performance by the United States team, emerging from...more

Servant Leadership for In-House Legal Counsel

The true Servant Leader in-house counsel listens and learns about the company’s business, so that they can not only put out legal fires as they arise, but anticipate and prevent most fires to begin with....more

How You’ll Know When Your Firm’s Been Fired

I sat in on a meeting recently when a major corporation’s General Counsel, CFO, and COO made the unanimous decision to fire a law firm that had been serving the company for over two decades. There had been no catastrophic...more

Developmental Negotiation

When you’re gearing up for a negotiation, it’s natural to want to focus solely on your client’s interests. After all, it’s what they pay you to do! But by doing so, you may actually work against your client’s best...more

What Ails the Large Law Firm? Will the Real FutureFirm Please Stand Up

What Ails Big Law?” was written in the early summer of 2009, shortly after the completion of FutureFirm 1.0 — a “collaborative competition” in which teams of law firm partners, in-house lawyers, and junior associates competed...more

International Practice - January 2014: Selecting a Foreign Attorney: Avoiding “Legal Pirates” and Effectively Managing the...

U.S. businesses are increasingly looking for growth opportunities abroad. A recent study showed that global businesses based in upstate New York achieved almost three times the growth rate and earned over 10% more in revenue...more

Top Priorities for Law Firms in 2014? Depends...

What should be the top priorities for law firms in 2014? That depends entirely on whom you ask, of course -- and, since we recently put the question to CMOs at firms on JD Supra, we thought we'd seek out the perspective of...more

Top Priorities for BigLaw in 2014? Here's the CMO Perspective...

What will be the top priority for law firms in 2014? The answer depends on whom you ask, of course – and, for our Firm Leadership series, we put the question to chief marketing officers at law firms publishing on JD Supra...more

Sorry is the hardest word in this business, but the best word to calm tensions.

I referred work to an accountant I knew for a retirement plan audit. He did a terrible job and there are issues regarding his registration to do the work. Making a lousy referral is even worse than doing poor work of your own...more

In-House Perspective: 10 Ways Every First Year Associate Can Shine

The following suggestions are based on my experience practicing labor and employment law as an associate at two large law firms and as senior in-house labor and employment counsel at a multibillion dollar international...more

3 Tips to Use When a Client is More Than 50% of Your Business

Do you have a giant client that gives you more than 50% of your revenue? That can be good news and the bad news. The good news is you can concentrate on the needs of that client giving them exceptional work and client...more

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