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Be a Skeptic When a Potential Client Wants to Switch Counsel to You

Sometimes you should view a new potential client with skepticism. If the matter has been handled by another attorney and is now being referred or brought to you, there may be a reason you won’t like....more

The Four Stages of Successful Coaching

There is an old Peanuts comic strip featuring Charlie Brown and Lucy that resonated with me when I began working with professionals on business development for the first time. In it, Lucy—the psychiatrist who is “IN”—is...more

Are You an Agent or a Gatekeeper?

At the Union Square Hospitality Group’s Hospitality Quotient customer service training session, we talked about the importance of building an organization with “agents.” We have all personally experienced “gatekeepers” and...more

What’s your RSTLNE?

Smart people do their homework, rely on past experience and pattern recognition to guide future behavior, and practice. But really smart people often “wing it,” preferring to use their towering intellect to smoothly navigate...more

What CEOs (and Other Clients) Want

It was my second week as the bank holding company’s newly minted general counsel, and I walked into my CEO’s office late in the afternoon with one question: “What type of general counsel do you want me to be for you?”...more

Do You Measure Up As Outside Counsel?

As a young lawyer, I (like many others) assumed legal expertise was the fundamental prerequisite to a successful legal career. Certainly, you aren’t going to be considered for selection without it. But as we all now know,...more

5 Uncommon Ways for Lawyers to Successfully Connect with Prospects

Here’s a fact: Clients come to you because they’re in discomfort and they want your help in relieving that discomfort. In learning to meditate, teachers will first instruct students to “take their seat.” This...more

CorpCast Episode 4: Better Know a Judge: Vice Chancellor J. Travis Laster of the Delaware Court of Chancery [Video]

On this episode of CorpCast, we’re honored to welcome Vice Chancellor J. Travis Laster of Delaware’s Court of Chancery. In addition to discussing the reasons he came to Delaware to practice law, the Vice Chancellor shares...more

Top Ten Reasons Why Midsize Law Firms are Struggling or Disappearing

Creating and sustaining a profitable midsize law firm is challenging, especially in 2015. With many firms shrinking, becoming unstable or simply dissolving, both clients and employees are pursuing stability. While there are...more

The Roundup: Last Week’s Recommended Reading (Jan 9, 2014)

From Around the Web - Retirement Options for Solo and Small Law Firms: Being a sole practitioner or small-firm shareholder gives you the ability to choose the kind of retirement plan that is right for you and your...more

How Failures at the Beginning Can Doom a Project

We’ve been discussing project management in a law firm environment, and we’re past the very beginning and on to the granular steps to taking a project off the drawing board and into practice.  It is simply impossible to...more

Law Firm 3.0: Thinking Beyond the Virtual and Conventional Models

Cloud technology allows attorneys to work anywhere they have a secure internet connection. This provides for greater flexibility, happier lawyers, higher profits, and better-served clients. However, a pure virtual law firm is...more

An open invitation

Sometime last summer, my friend Peter Carayannis of Conduit Law reached out and asked if Conduit could use our Value Adjustment Line on Conduit’s invoice. We were thrilled to say yes, much as our friends at Summit Law Group...more

Litigation Strategy: Avoid the “Selfie” – Let the Expert be the Expert

It’s human nature to think we’re the smartest person in the room or at the table. It’s also human nature, and a trap for lawyers, to feel like you have to prove that point in front of the client. It’s a real pitfall, when the...more

Defining Responsiveness

A few weeks ago, I participated in a law firm practice group retreat. In preparation for the meeting, I spoke to the practice group leader about his goals for the group’s time together and specifically my program on client...more

Reasons to Not Conduct Client Feedback Interviews

The list of reasons to avoid client interviews goes on and on. Obviously, none of these statements are actually reasons to not do client feedback interviews. They are excuses....more

Project Management — The Beginning

Starting off the Project Management (“PM”) series, it makes sense to start at the beginning. I have jumped in at all levels of what purported to be managed projects, from inception to nearing completion....more

The Number 42

So what is the real question? Some argue that the question is different for law firms and for clients. But if the questions are different, can the answer be the same? While I suppose it can, it would almost be...more

Convergence: Growing Dissatisfaction with Biglaw and the Rise of the Alternatives [Video]

Evolutions in technology, the economy and business culture are forcing a change in the legal industry. Rimon’s CEO and COO share how Rimon and other alternative legal services companies are changing the way lawyers practice...more

Practice Makes Perfect

Amber Dolman and Robert Bishop came to Goodwin Procter in much the same way: Both started at the firm right out of law school, after having worked there as summer associates. While Bishop began in the REIT practice, he soon...more

Lessons from Improv Class for the Law Firm

This month, the greater downtown Minneapolis community is welcoming the Brave New Workshop Student Union to the neighborhood. Until just a few weeks ago, the improvisational comedy school convened classes at the Brave New...more

Rule 1: Clients get to decide

Some things make my blood boil. Consider these quotes from Part 4 of Pam Woldow’s recent 4-part series, Cutting Corners. The series discusses whether use of Legal Project Management and Legal Process Improvement encourages...more

Every Good Lawyer Should Quit Working on Cases – Problem Solving versus “Working” for the Client

Years ago, when I was just starting in the practice of law, I was having lunch with a similarly junior colleague, and we were discussing the types of cases we were working on. As he ticked off his list of cases and told me...more

The Traits of Effective In-House Counsel

Effective members of corporate legal departments exhibit Servant Leadership characteristics; are proactively involved with the company; and they effectively communicate with others. Here's an in-depth look, an in-house...more

In-House Counsel: 5 Simple Ways to Make Your Client Happy

The best lawyers know that being a good lawyer requires knowing the law and being an excellent salesperson. It requires emotional intelligence and insight, service-orientation, responsiveness, and a desire to serve. Now that...more

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