What happens when you establish and sustain a law firm client team process that breaks all the rules and puts the inmates in charge of the asylum? You learn that the inmates should have been in charge all along.
Lawyer business development: Stop asking clients for new work. Ask them to offer expert comment on what you've learned about their business.
How to create relationships with business management without alienating inhouse counsel? Earn them by contributing relevant thinking.
If you're still selling expertise for hire, your client relationships aren't as deep or strong as you think they are. New research shows why.
If you’re trying to stimulate a client team to breakthrough performance and commitment, you’d better have a purpose that’s worth it.
Client teams fail to deliver on their promise for many reasons, but I put these two at the top: 1. No meaningful purpose. 2. No role clarity.
Any client team must first have committed leadership, or it will fail.
Client teams should be self-directed to align with all three human needs: Autonomy, Mastery, Part of something bigger than oneself.