A new year presents a valuable opportunity to strengthen client relationships and ensure alignment with their evolving needs. As a trusted advisor, it’s essential to proactively engage with clients to understand their goals,...more
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and apprehension. The underlying message seems clear: “Follow my path and...more
“Commitment to help.” This is, according to BTI Consulting CEO Michael Rynowecer, one of the top attributes that buyers demand from their law firms. That’s old news; here’s the new news: More and more, law firms have awakened...more
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale of hours (expertise) in exchange for fees. So how can a firm actually stand out from the rest?...more
A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using tools like Myers Briggs and others or from a...more
Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time in Texas). While many problems associated with floods can’t be avoided, some potential risks...more
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me and not the partner I brought to the pitch meeting. Then it occurred to me. The CFO thought I...more
“Can anyone give us an example of a non-legal service that you love”? The question was posed by John Cunningham to the four GC panelists at LSSO’s RainDance Conference in Dallas on May 9th. “Nordstrom Personal Shopper”...more
A.I. changes everything for law firms. Today’s technology allows for contract review at a speed with which a lawyer simply cannot compete. The result is a faster and more accurate work product. Law firm clients get better...more
I read a great article in the Harvard Business Review on networking. In “Don’t Waste Your Time on Networking Events,” author Derek Coburn suggests that networkers are not achieving the results they’re looking for through...more
The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals.
What? Really?...more
I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into. Consider the following email outreach...more
When it comes to lateral recruiting, it goes without saying that most firms aspire to improve their success rate. In the Above The Law article “6 Tips for Smarter Lateral Hiring,” author David Lat quickly prioritizes asking...more