For business developers, Thanksgiving is the virtual end of the year. Use the remaining 7 weeks to assure a strong start to 2014.
With a huge spike in law firm “mergers” and lateral recruitment, law firms need to stop the madness and start increasing PPP by using existing lawyers to generate business.
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.
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.
Law firms don't grow current clients because they lack intelligence about problems that drive demand, despite having the means to obtain it.
How to trade the mindless, comforting, easy billable work focus for the skills to be good at business development.
In too many law firm mergers, business development is an afterthought, a bolt-on, rather than the mission-critical element of M&A decision-making that it should be.
The future of BigLaw business development practice is teaming a sales pro with content-expert lawyers. The sales pro manages the sale; the lawyer is the solution credibility.
Lawyers: Before deciding to set yourself up in solo law practice, make sure you've thought through your lawyer business development practice.
The widening gulf between top- and bottom-earning partners, and its effect on their firms.
In The BigLaw Partner Lottery, Stephen Harper describes the BigLaw experience as two-step lottery, with few winners.
“Everybody wants ‘em, but nobody wants to train ‘em.” Young lawyers, that is, and firms are competing with clients for talent.
Q1 of 2011 is the fourth quarter in a row that Citi Private Bank’s Law Firm Group delivered bad news legal service demand. The solution is to increase the number of revenue-generators.
The CMO/BDO, a person who spends every day thinking about revenue-generating strategies, should not only report solely to the Managing Partner, but should also be a fixture at Executive Committee meetings.
Happiness is found in work that you choose, rather than the work that lands in your lap.
Build a book of business that makes you mobile and takes you above the “don’t want to lose her” threshold.
Legal issues are likely a growing part of business life. How those issues get addressed, though, and what form legal service will take is where the change is happening.