I feel compelled to write this post about the importance of the relationship partner paying attention to the client relationship. In the past twelve months, I’ve worked with six lawyers who have lost clients worth $2...more
Time to take some pressure off the partners. Law firms are woefully behind every other professional services business to hire sales people. A trained sales professional with a successful background will help any firm drive...more
A recent interview with the GC of a global insurer reminded me that everyone can influence who gets the next matter. His comment was simply, “Every law firm has ‘team players’ on their web site.” “I remember the kid who used...more
I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver asked me where I went to college. I told him and then asked him the same question and he told me he was currently...more
When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer and someone else closed the business. Remember to stay in “sales mode.”...more
When the Mesopotamian King of Gods, Enzil’s tablet was stolen and the young God Ninurta (thought of as powerless) rises to become the new king of gods, it is not without some harm. This story reminds me of the generational...more
I recently asked the Chair Emeritus of a significant firm what his biggest accomplishment was and what his biggest failure was. He reflected and replied, “the biggest failure was to get everyone on board with the...more