Law Practice Management

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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

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

Who Will Be Income Partners in the Future?

In July, I wrote a blog entitled Who Will Be the Owners of Law Firms in the Future. My goal at that time was to start to share my prognostications on where the business of law is going and what the law firm of the future will...more

E-Discovery Day 2.0: eDiscovery Trends

We’ve recently celebrated Halloween, we’re about to celebrate Thanksgiving. Guess what we celebrate next? You guessed it, it’s…E-Discovery Day!* As the site for E-Discovery Day states, “[o]n December 1, 2016, thousands...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

Law Firm Business Development: Is Marketing Department Outsourcing The New Black?

Outsourcing a law firm’s back office functions like Finance or Information Technology (IT) certainly isn’t a new concept. However, as law firm leaders continue to seek ways to grow the firm’s bottom line and improve the...more

The World Really is Different: Realizing that Change is Okay

A few weeks ago, while facilitating an All-Lawyer retreat, I had an interesting ah-hah moment. This was an unusual retreat. In the course of our consulting work we facilitate and attend a lot of client retreats, but most of...more

Create Strong Marketing & Business Development Plans: Ready, Set, Go!

With the holiday season fast approaching, the last thing on your mind is marketing or business development plans for the upcoming year. However, without strategic plans and a budget, chances are slim that the next year will...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

The future of legal service delivery

The rise of cognitive technologies has led doomsayers to predict that the future of the legal profession will be presided over by an army of robot lawyers. Whilst it is important to recognize that the delivery of legal...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

When should a law firm develop its own software?

Never. Law firms should never develop their own software. Okay, fine, perhaps some explanation is in order. While the above conclusion may seem obvious to me and to many others, whenever I make this assertion on...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

Cubs Win! Cubs Win!…..Will Clients be Next?

Holy Cow! After 108 years, the Curse of the Billygoat is dead, and the world has changed. For Chicagoans, it’s been a long time. No one alive today actually remembers personally the last time the Cubs were World...more

The Lateral Unicorn – Recruiting a Fantasy

Lateral recruiting has always has been an important approach for growing law firm revenue. However, in too many firms, lateral recruiting has shifted from one of many growth tactics to a critical strategy pursued at all...more

The Cowen Group 2016 eDiscovery and Litigation Support Salary Report: eDiscovery Trends

A couple of weeks ago, we covered the Robert Half 2017 Legal Salary Guide with a specific focus on litigation support and eDiscovery salaries.  This week, we’re covering results from the Tenth Annual Salary Survey from The...more

Data Quality Do’s and Don’ts – Part 1: Degrading Data Quality

In today’s highly mobile market, up to 30% of a firm’s CRM contact data quality can degrade each year. People get hired, fired, promoted and change jobs; they move and change addresses; they get married and divorced; some...more

Highlighting Flexibility & Diversity Initiatives: Ogletree Deakins

Recently, Alliance President & CEO Manar Morales spoke with Matt Keen, Managing Shareholder, and Michelle Wimes, Director of Professional Development and Inclusion, at Ogletree, Deakins, Nash, Smoak & Stewart, P.C. about the...more

The Legend of Fred

When your practice is successful as a retirement plan provider, you’re going to want to hire people who work outside the retirement plan business to help you manage your firm because the day to day running of a business...more

Moving at the Speed of Business

Business moves fast. Really fast. Does your law firm keep up? If you think you do, think again. Do you think in days when your clients are operating in hours? Weeks instead of days. It is a rare law firm designed to...more

AI & The Business of Law III: The Rise of Administrative Automation

There is little doubt that technology has become a key aspect of the legal profession, critical to both the buyers and sellers of legal services. In many situations, the focus is often on the practice of law, or the business...more

Avoid the Walter Principle

Since I’m a big fan of business and human interactions, I’d love to throw out another management principle I’ve thought about based on my work experience working as an employee for both third party administration firms (TPAs)...more

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