Law Firm Partners

News & Analysis as of

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

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

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