Law Practice Management

News & Analysis as of

Tips for Maintaining a Positive and Productive Attorney-Client Relationship

Retaining legal counsel can be overwhelming for many clients. The attorney-client relationship frequently begins at a difficult time in a client’s life. As lawyers, we are charged with not only helping clients work through...more

Compensation (Re)Design for Law Firms

The good people at Ark Group recently published a new book, “Compensation (Re)Design for Law Firms,” edited by Soo Darcy. I was invited to contribute a chapter, entitled “Incentivizing the New Normal.” As regular readers...more

Business Development Education is Key to a Law Firm’s Success

A key component of my position as Director of Marketing and Business Development at a law firm, is to educate. As many new attorneys in private practice quickly realize, marketing and business development are generally not...more

How Lawyers Can “Get a GRIP” on Collaboration

This post is targeted to Leaders – to all you Practice Group Leaders, Project Leaders, Team Leaders, and even Firm Leaders – whose role is to get assorted performers to pull together effectively in harness. But you followers...more

Legally Speaking: A Transforming Legal Marketplace and its Impact on Business

Like many industries worldwide, the legal world finds itself in an era of transformation. After decades of rapid growth, the demand for traditional legal services has slowed enormously since 2008. A number of factors drive...more

Preventing Data Quality Depression – and Rolodex Rejection

So what do you do if you just can’t seem to get data quality help from within your firm – or if you don’t want to spend months manually cleaning your CRM data? How big a problem is data quality depression really?...more

Take a work-free vacation without compromising quality

As we enter the legal profession's unofficial vacation month—August—lawyers are reminded of the positive impact of time spent away from the office. Studies regularly confirm that vacations are important both for attorneys...more

Is My Partner Stupid? Is My Partner a Thief? Cross-Selling Fears as Obstacles

For years, cross-selling has been seen as the almost unreachable holy grail of law firm business development. Firms know if they can figure out how to cross-sell their services they can increase revenue substantially and...more

Let the Games Begin: Exterro Launches its 2016 Law Firm Benchmarking Survey

The Olympic Games are a celebration of world unity through sport while allowing teams to measure their athletic abilities against other competitors, as well as previously recorded standards. The Olympic motto is “Citius,...more

Leadership Flaws and Communications Deficits…

Over the past two weeks Americans have witnessed the culmination of our presidential nominating process, and the launch of the general election campaign. This should be a time of national pride and excitement but the opposite...more

Have the Millennials Figured it Out?

“Technologically savvy … consistent high quality work output … innovate … fresh perspective … incorporating new technology into our work processes … simplifying our approach … constantly evaluating our approach to projects...more

"Winding Up" A Law Firm Partnership Doesn't Necessarily Mean Liquidation

You can "wind up" a partnership without having to liquidate all of its assets and terminating its existence. So ruled Judge McGuire last week in Hardin v. Lewis, 2016 NCBC 55. But that may not be true for all partnerships. ...more

Management Lessons from the Chicago Cubs

Despite the Cubs’ historic start to 2016, a true blue Cubs fan can’t help but remain skeptical about what the fall has in store for the team. A history of 100+ years of doing the same thing with the same annual result has...more

Superfast Whitepaper

Is Your Firm Among the 13%? Emulating the Fastest-Growing Firms in the New Legal World - The November 2014 issue of The American Lawyer headlined with an engrossing article by Aric Press entitled “BigLaw’s Reality...more

Law Firm Business Development: Turn “NO” Into an Opportunity!

I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more

New Legal Startups Are Changing the Practice of Law

Corporate Counsel recently reported on the dramatic growth of legal startups over the last two years — increasing from 412 to 1,104 today. This showed the increase in innovation targeting legal technology. While it’s valuable...more

Plumbing

Once the outside structure of your CRM is solid, it’s time to think about the infrastructure. How will the information need to flow within the system and externally? What types of connections or integrations will need to be...more

Who Will Be The Owners of Law Firms in the Future?

We are often asked what we think law firms will look like in the future. What will the leverage model be? Will the Equity Partner class be larger or smaller? How will the changes in the business impact staffing? These are all...more

Why Your Strongest Contacts Are Not Always Your Best Contacts—and What to Do About It

In early March 1955, a young African-American woman refused to give up her seat to a white passenger on a Montgomery, Alabama, city bus. Her name was not Rosa Parks. Rosa refused to give up her seat later that same...more

The Sickening Absurdity of Associate Base Pay

Unsurprisingly, no law firm has had the courage in recent weeks to say, “In light of the unjustified first-year associate salary increases, we are reducing first-year base compensation by $10,000 to better align our business...more

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

The Lawyers' Lawyer Newsletter - Recent Developments in Risk Management - June 2016

Disqualification — Substantially Related Matters — Waiver of Conflict by Lack of Diligence in Seeking Disqualification - State of Minnesota, et al v. 3M Company, Hennepin County (Minn.), Court File No. 27-CV-10-28862...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

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