Client Services

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Using Alternative Fee Arrangements to Redefine Your Bottom Line

In 1958, the American Bar Association (ABA) published a pamphlet recommending that attorneys track and keep detailed records of their time. For better or for worse, legal work has since been measured by the “billable...more

Are Networking Events Worth Your Time?

I read a great article in the Harvard Business Review on networking.  In “Don’t Waste Your Time on Networking Events,” author Derek Coburn suggests that networkers are not achieving the results they’re looking for through...more

The Anatomy of Law Firm Pitches

A colleague recently posted in an online legal marketing forum, seeking advice on “best practices for pitching” for an upcoming partner training. Experienced legal marketers chimed in with numerous good ideas of what to do...more

Protecting Your Elder Client’s Testamentary Intentions

It’s good to be an American. Americans are living longer and living more of their life in better health. As a society, we take better care of our bodies by eating better, working out more, and taking advantage of modern...more

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

Succession Planning: What the “Successor” Values

In my most recent blog, The Art of Succession Planning – Thoughts on How to Start, I shared tips gleaned from observing a “model firm” on how to successfully start and integrate succession planning. All too often, partners...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

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

Understanding Change Triggers

In the Biglaw legal marketplace, it’s taken as gospel that loyalty is dead. Corporate clients that once retained the same law firms over a multi-year period may now issue RFPs and shift the work to lower-priced firms....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

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

Prevention is the Answer to the Question of How Law Departments Can Do More With Less

According to a survey of corporate counsel at large U.S. corporations reported by Law.com, nearly 70% of law departments expect their annual operating budget to be flat or decrease in 2017. Let me say that again—nearly...more

What the Campaign Can Tell You About Marketing Your Practice

Before we start this out of the gate: this isn’t about the actual positions of the candidates or what the candidates did or not do, this is about what the election campaign can tell us that actually help with our retirement...more

I’m Not a Lawyer – I’m A Lifeguard (yes, this relates to prevention!)

I’ve played many roles in my life and like all of us, who I am today and how I think about and approach many topics reflects those experiences and life lessons. You’ve already read about the implications of my race driver...more

The Art of Succession Planning – Thoughts on How to Start

“Succession” has been an extremely hot topic this year. For many firms, it seems succession planning is the Holy Grail, but why? Maybe it is hard to know where to start. Maybe it is hard to find the time to fit it in. Maybe...more

Advisors Advantage - November 2016

401(k) Plan Providers' Behavior To Avoid That Loses Clients. Things to avoid. Over the past 18 years as an ERISA attorney, I have some pretty weird reasons why retirement plan providers get fired. I'll never get the...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

A client is a friend with a problem.

One of the best definitions I’ve seen came from the website of Denver law firm Fairfield and Woods, quoting one of its long-time partners...more

It's Time to Change the Mindset of Your In-House Legal Team

Innovative legal teams believe they can help create competitive advantage for their business and have a true "seat at the table." They do not simply solve the problems that their internal clients bring them – they anticipate...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

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

Things Lawyers Say...

"There are some things that lawyers say that are absolutely guaranteed to set me off." In-house perspective from NetApp GC, Matt Fawcett....more

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