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Law Firm Professional Development: The Importance of Trust

An element that is rarely included in professional development and related business development curriculums in law firms is the topic of “trust.” Trust is difficult to quantify and as a result, difficult to measure. So...more

$1,000 Lawyers and Howard Schultz’s $12 Cup of Coffee

Howard Schultz recently announced he is stepping down from his role as CEO and Chair of Starbucks to focus on the company’s plans to build high-end coffee shops that charge as much as $12 per cup of coffee. That makes me...more

The Strange Pattern of BigLaw

There is a certain pattern or chronology of decisions that most law firms in the U.S. engage in that continues to baffle me. This year especially. First, BigLaw instituted enormous associate raises notwithstanding the clamor...more

Herding Visionaries & the Velocity of Change

I have learned a lesson over the past few years that has revealed itself most often during the frequent get-togethers we are lucky to have with other disruptors in the legal industry -- herding visionaries is a difficult...more

Business Development Training: Five Simple Resolutions for 2017

As is customary, the New Year brings with it a variety of resolutions, plans and promises. As such, this is a great time to outline and schedule business development training for the year. Along with the traditional...more

10 Questions That Need Answers for a Successful 2017 (and Beyond)

At about this time last year, I wrote a blog about 10 Projects That Can Produce Big Results in 2016. My goal was to get each reader’s firm to focus on one signature project from a “menu” of options that would have a positive...more

Lawyers Are Ignoring a Vital Business Development Tool

When we teach and discuss Legal Project Management (LPM), we stress that the last of LPM’s five basic steps, Post Project Review, not only is every bit as essential as the first four steps, it can be an extraordinarily...more

What True Hospitality Means to Your Clients

End-of-the-year travels have had me on more airplanes, staying in more hotels, eating in more restaurants and visiting more law firm offices than usual. During my travels, I experienced some of the best and some of the worst...more

In the Time of Giving, it’s the Little Things

Many law firms understand how to meet their client’s biggest and most obvious client service preferences. We’ve all laughed about (and learned from) the story of the firm that FedExed its RFP response to UPS and was summarily...more

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

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