Law Firm Partners

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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

When is the best time to share? It depends.

If a tree falls in the forest and nobody is there to hear it, does it make a sound? Philosophical thought experiment - For the first five years of my consulting business, I gathered data and case studies on...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

Are You Focusing Too Much On Your Diversity Program?

Diversity is a good thing. Actually it’s a great thing. It’s good for business in many ways. But the focus on diversity in the legal industry has become, for the most part, an exercise too tied to metrics and too formalized...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

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

Halfway Home — The Stories of Minority Partners

Blame the business structure of law firms, implicit bias, pipeline issues, or just the intransigent unwillingness of those in power to play fair, but when it comes to increasing the number of attorneys of color in law firms...more

What’s Wrong with Perfect? In Today’s Changing Environment, A Lot

Perfectionism is a tendency with which many of us have an intimate familiarity. In our personal lives, we acknowledge that demanding perfection from those around us, such as our spouses or children, is detrimental and can...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

Law Firm Business Development:  Don’t make this common mistake when following up with a prospective client

I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into.  Consider the following email outreach...more

PRACTICING WITHOUT A NET: Protecting Your Firm By Agreement

Attorneys come to us when contemplating the creation or expansion of their firms, when they want to leave their firm, or are dealing with the fallout of another member leaving. While many law firms have taken advantage of...more

Law Firm Business Development: Nailing the Fundamentals

It is one of the simplest yet often hardest questions to answer— “What do you do?” Having a crisp answer can often be the difference between making a connection with a client to help them solve a problem, or a wasted...more

You’ve Got to Tell the Story Right…

It seems law firms everywhere are going back to basics. Who are we and where are we going? What is our strategy? What are we trying to do? Simple questions, all, but not so simple to answer – at least if you want to answer...more

Law Firm Selling – Presenting Bios with Pizzaz!

I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder many lawyers have their own thoughts about the effectiveness of their firm bio and more...more

Build Your Network Like a Roman: Now…Before You Need It

During the early days of the Roman Empire, the Romans lost a war. They lost because they couldn’t support and resupply their armies out in the marshlands between Rome and their allies in Capua. Thirty years later, hostilities...more

Cybersecurity: You can't afford to ignore it anymore

In late March, newspapers confirmed that a Russian hacker named "Oleras" targeted 48 law firms (most of which are Am Law 100 firms). Oleras planned to hack these firms to secure confidential and highly valuable insider...more

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

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