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Embrace Change and Reap the Rewards

There seems to be a theme with our clients these past few months: change. We have three different clients who recently hired new CMOs, and there are significant changes in the managing partner and chairman roles of law firms....more

Social Media and Practice: Questions Attorneys Should Ask Now

Social media users number in the billions. Facebook counts over 1.4 billion users, LinkedIn has 347 million members, Instagram has 300 million, Twitter has nearly 290 million, and YouTube reports more than a billion users....more

How to Lose a Client

After twenty years as general counsel of a financial institution and a large medical center, I have heard plenty of complaints from our executives about working with outside counsel. In my opinion, some complaints were...more

Stop Assuming. Start Asking!

Remember this saying? “Don’t ASSUME. It makes an ass out of you and me.” It’s a little childish and possibly not appropriate for a business blog, but it seems to be a consistent theme of our work lately and one worth...more

Put the Phone Away

While hearing and listening both require using our ears, the words have very different meanings. Listening requires actively trying to understand something. Listening is intentional. Hearing is being aware of the sounds...more

5 Ground Rules to Explain to Your New Client

The initial interview with a prospective client is the time to explain the ground rules of the attorney-client relationship. Here are five rules to make sure you cover....more

5 Steps to Overcome Frustration and Stress

Everyone experiences frustration at home and/or work from time to time. We all know that heavy tightening in our chest or shoulders… The sensation of stress building up, or feeling like you’ll explode when you...more

10 Actionable Steps to Engaging More Prospects

It doesn’t matter whether you’re just starting out or you’ve been at it for a while, if you want to build a successful law practice, you’ll need to know how to turn prospects into clients and charge the fees that you deserve....more

Be a Trusted Advisor, Not Just a Lawyer

During client interviews and conversations, we often hear about the importance of working with lawyers who are trusted advisors: - “I think he is viewed as such a trusted advisor, colleague and partner that he will be...more

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

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

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