When recruiting laterals, plan to invest in their development. Nobody arrives fully formed, especially re: lawyer business development.
Law firms' increased emphasis on business development can produce debilitating symptoms that are signs of "learned helplessness."
Overwhelmed by email? Discover, compare and improve how you use email. Here are five common email productivity killers, and how to overcome them.
Despite the recession, lawyers still can charge a lot. Have they escaped the law of supply & demand? No, they've merely delayed it a bit.
"How do lawyers find clients?" Wrong question. The right question is "How do clients find lawyers?"
Highest-paid partners make 24 times what lowest-paid make, with an average ratio of 11:1. Bring in business, or finance the top lawyers' pay.
Litigators rely on expert witnesses. Here are seven tips to help you get the most out of them.
Law firm cost-cutting is only half the equation. It must be combined with creating a real sales force. Otherwise, it's a Band-Aid.
Technology is making it possible for lawyers' clients to predict cost and outcome. Are lawyers ready to keep up with them?
Business entertaining has become a nice-to-do. What's far more important is you being seen as relevant to their business.
Lawyer Innovation: Take a look at your practice. What can you change that would cause your clients to say, "She gets it"?
Law firms don't grow current clients because they lack intelligence about problems that drive demand, despite having the means to obtain it.
Law industry trends reveal a conspicuous absence: sales. How can a mission-critical function not be included in the law business conversation?
Lawyer business development: Stop asking clients for new work. Ask them to offer expert comment on what you've learned about their business.
Future legal service demand will be based on emerging business problems and service delivery innovation.
Clients want cost predictability, not arguments why they can't have it. Spend your energy coming up with viable alternatives.
Marketing (lead-generation) cannot work without Sales (lead-conversion). Investing in one without the other guarantees expensive failure.
How to create relationships with business management without alienating inhouse counsel? Earn them by contributing relevant thinking.
More about why it's worth it to lawyers to develop the capability to offer reliable fixed-fee estimates.
There's nothing glamorous about lawyer business development. It's about getting out there and selling something. Sorry, but that's the truth.