Law Firm Partners

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Law Firm Selling: It’s Important to Separate When You Are Selling and When You Are Lawyering

When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer and someone else closed the business. Remember to stay in “sales mode.”...more

Chambers USA: 4 Changes for This Year’s Submissions

It’s that time of year all legal marketers love to hate: Chambers season! Editor, Laura Mills recently released three changes to the usual submission process, which we recap here. In addition, we’ve added a few pointers for...more

Jamie Gorelick Reflects on Her Career in Law

Where do you practice law? I am a partner in the Washington, D.C., office of WilmerHale and admitted both in Washington and New York. I chair our regulatory and government affairs department, which includes our regulatory...more

Debt Collection Litigation in the Cross Hairs: CFPB's Consent Order Against New Jersey Law Firm Creates More Problems Than...

Lightning can strike twice. With the ink barely dry on the Consent Order against the Hanna Law Firm (Hanna) in Georgia, the Consumer Financial Protection Bureau (CFPB or Bureau) yesterday took action against another debt...more

The Challenges of “Staying in Place” to Address Succession Planning

Over the past few months, we’ve dedicated much of our blog space to the significant challenges associated with succession planning in law firms. Variations of this topic come up in most current conversations with clients and...more

Need Change? Take Inventory of Your Legal Career

If you’re like many lawyers and feel burnt out or bored, it might be time to take inventory of your career. But taking the time to think about career issues can be daunting—you know you need to make some changes, but where to...more

CFPB announces consent orders with debt collection law firm, two law firm partners, debt buyer

The CFPB announced that it has entered into two consent orders involving debt collection litigation practices. A debt collection law firm and two of its partners are the subject of one consent order and a debt buyer is the...more

Law Firm Business Development: Take a Team Approach

We encourage each of our individual clients (Partners, Associates, and Counsel alike) to develop individual business development plans. We also continually emphasize the importance and value of teamwork in business...more

How to Be a Happier Lawyer

Most lawyers reach a point when they wonder: Am I spending more time stressed and miserable than I am challenged and fulfilled? We’ve been trained to win at all costs, but even when we succeed, we still remember what we did...more

The CRM Foundation

Once you have a concrete strategy and have formed a plan, you need to build a solid foundation for long term CRM success. Doing this type of ‘groundwork’ will ensure that your CRM implementation and structure will stand the...more

A few words of caution for partners and associates

Most attorneys are aware that they have duties to act ethically in the practice of law. Sometimes, however, it is difficult to determine where that obligation extends beyond the attorney's own conduct. For partners, some...more

The Connection between Coaching and Mentoring and Great Lawyer Careers -- Sporkin's Kids and other Examples

My previous post excerpted the introduction "How to Solve the Legal Profession's Diversity Problem." The article suggests that our diversity challenges are rooted in a systems problem. First, our systems for selecting and...more

The Evolution of Law Firm Compensation

Law firm compensation plans are by and large unsophisticated, hard to administer, too subjective, opaque, and reward the wrong behaviors. As someone wise once said, “If your compensation plan is in conflict with your...more

Law Firm Business Development: Should you conduct a Go-To-Market Assessment?

Is your firm missing its revenue targets? Is firm leadership struggling with marketing and business development investment decisions? Is it clear to the lawyers what the marketing and business development department can do...more

Getting Succession Right: Remember – It’s Personal

In multiple posts over the last several weeks, including “Succession Planning Challenges – No Surprises Here” and “The Impact of Succession Challenges in Smaller Markets”, my partner, Mike Short, has explored various aspects...more

Solving the Legal Profession's Diversity Problem

Below is an excerpt from an article I just published in the PD Quarterly. The topic is diversity, one of the hardest and most intractable problems affecting the legal profession. What makes this article different is that it...more

Book Review: ‘Creating a Cross-Serving CultureShift: Mastering Cross-Selling for Lawyers and Leaders,’ by David Freeman

No one will disagree that it is often easier to get work from existing clients than from prospective clients, yet huge obstacles to cross-selling still existing in law firms. In his book, Creating a Cross-Serving...more

Attorney impairment is on the rise; here's how to fight back

Attorneys work long hours under intense pressure. Because stress levels are high, attorneys often look for ways to blow off steam, leading to a "work hard, play hard" motto for those in the practice of law. When months of...more

Strategic International Expansion: Doing the Right Due Diligence Will Increase Your Chances of Success

As the world becomes smaller and globalization in most industries is now a given, more and more firms are thinking about global expansion. Many firms are attracted to the possibility of getting a piece of what they think is a...more

Dropping Breadcrumbs: How to Use Mini-Value Propositions at Networking Events

How many times have you been to a conference, met someone in the buffet line, identified the person as a potential client, exchanged pleasantries and business cards, dutifully followed up—maybe even attempted a few unanswered...more

The Impact of Succession Challenges in Smaller Markets

Last month I wrote about the succession planning challenges that many firms are, or will soon face. Based on what we’re hearing and seeing, there are a lot of law firms with a lot of client relationships and brainpower at...more

Creating Alternative Fee Arrangements Focusing on Value

In-house counsel hire outside counsel for specific purposes, for example: to document and implement a transaction; to obtain a favorable outcome in a dispute; to provide specialized expertise or counsel; or to provide...more

Feminenglish Part IV: Pointing the Finger

We’re no sociologists, but it’s not hard to divine the root cause of asymmetrical communication between male and female lawyers: the perks, pleasures and pursuit of power. Power both creates and reinforces inequality –...more

Lateral Recruiting: Improve Your Success Rate by Asking the Right Questions

When it comes to lateral recruiting, it goes without saying that most firms aspire to improve their success rate. In the Above The Law article “6 Tips for Smarter Lateral Hiring,” author David Lat quickly prioritizes asking...more

Law Firm Business Development: Share Insights

Many of our clients ask us to help them with presentation skills and we’re more than happy to comply because this is an important skill to develop. But, there is a time and a place for “presenting.” I contend that presenting...more

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