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Client Q&A: Lecorpio, Doug Luftman, Chief Innovation Officer and General Counsel, November 2016

Trusted by the world’s most innovative companies, Lecorpio Intellectual Property Management provides a secure, web-based portal for centrally managing the entire IP lifecycle – from the submission of disclosures and trademark...more

Prevention is the Answer to the Question of How Law Departments Can Do More With Less

According to a survey of corporate counsel at large U.S. corporations reported by Law.com, nearly 70% of law departments expect their annual operating budget to be flat or decrease in 2017. Let me say that again—nearly...more

A Few Questions to Drastically Improve Your Client Relationships

Fall is one of our busiest interview seasons at Wicker Park Group. Just last month, I conducted over 30 individual interviews. The companies ranged in size, revenue, region, complexity and legal department sophistication, yet...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

It's Time to Change the Mindset of Your In-House Legal Team

Innovative legal teams believe they can help create competitive advantage for their business and have a true "seat at the table." They do not simply solve the problems that their internal clients bring them – they anticipate...more

Why In-House Counsel Should be Leading the Way for Revenue Recovery

My last post was an introduction in ways to change the conversation from in-house legal departments being cost centers to instead, being centers for recovering revenue for their companies. Now, the question may be why you...more

Revenue Recovery through In-House Legal — Changing the Conversation

“Legal is just a cost center.” - “The business drives the revenue; legal puts the brakes on us.” - “In-house lawyers should focus on preventing loss to the company.” - These statements, often heard about...more

Things Lawyers Say...

"There are some things that lawyers say that are absolutely guaranteed to set me off." In-house perspective from NetApp GC, Matt Fawcett....more

Looking Around the Corner

While I was talking to a law firm partner about one of her most significant clients last week, she said, “Every time we have face time with the client, we walk away with several new projects. But that is so hard because we...more

What Every Client Wants, and Why Law Firms Refuse to Deliver

In the past month, I have moderated multiple in-house counsel panels (both in public forums and at private law firm retreats), interviewed more than a dozen in-house counsel and led client service workshops at law...more

Law Firm Business Development: Be Confident and ASK

Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget to ask for the business. My client, a young partner with an outstanding book of...more

The One Thing You Must Do to Get Hired

More important than showing expertise, know-how, skills and experience - Ask most inside counsel why they hire the lawyers they do and they’ll tell you it’s for their specific expertise. Many take a rational approach to...more

Building a Network of Referrals

Every Saturday morning, five baby boomers including myself join together for a 4- to 5-mile run. We’re not fast, but we are committed and make it whenever we can. Four of us work in legal: one is a solo practitioner, two work...more

How Gretzky’s Advice May Teach Us Much More Than Hockey

Wayne Gretzky is famous for being one of the greatest hockey players in history. He is also known for inspiring thousands with his quotes. One of my favorite Gretzky quotes is: “I skate to where the puck is going to be, not...more

How to Fail at Collaboration

We all know that many law firms send mixed messages to their lawyers (and often to their clients, too). They talk the talk, but they don’t walk the walk, particularly when it comes to the informal norms and values that...more

Why Prevention? From a Litigator’s Point of View

Generally speaking, litigators are fire fighters. Fire fighters are told there is a fire; they are told the jurisdiction of the fire; they gather their standard fire-fighting tools (hose, ladder, fire truck) and they react. ...more

Talking with Clients about E-Discovery

With the growing prevalence of e-discovery issues and cases in both state and federal courts, lawyers and firms have adapted to include specialists who handle many of the technical issues. Newer attorneys who attended law...more

Seven Communication Truths from the Courtroom

I recently had the opportunity to perform my civic duty as a juror. While the timing was inconvenient and the case not all that interesting, the experience provided a great perspective on the dramatic impact of strong...more

The Future of Client Service

I was recently challenged to explore what client service will look like in 2026. The good news is the conversation has already started, but the bad news is law firms have a long way to go. It is great that the idea of “client...more

Reflections from a former Deputy General Counsel - How the Legal Landscape is Changing & the Real Secret to Job Security

I have seen the nature of legal services transform over the 20+ years of my career as an attorney. The evolution of the global business environment has driven some of it, but lawyers were slow adapters and we now find...more

Four Common Themes from Client Development Coaching Sessions

In my work over the past year with individual associates and partners on client business development, I have noticed several common themes that are worth sharing: - 1. In law practice client development, many lawyers are...more

A Response to: 'Forcing Lawyers to Perform Pro Bono Services'

In his article in Verdict (July 18, 2016), Prof. Ronald Rotunda, responding to comments on pro bono delivered by Supreme Court Justice Sonia Sotomayor at a national conference of the American Law Institute, rightly states...more

What’s Your Definition of Lion’s Share?

I recently conducted an interview that reminded me of one of my favorite client feedback interview experiences and the importance of knowing your clients’ legal budgets. As part of the interview process, we always...more

Lead Change or Hang On for Dear Life

Change is. Years ago, many people debated whether the legal industry was changing. Truth be told, the debate was silly. Change is. The only question is the speed of change. It used to be slow. It took years to move from...more

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

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