A great leader I know used to conclude his staff presentations by saying, “They say that showing up is half of life. I thank you for showing up today.” There is a lot to be said by that statement. Showing up is important. It means you care enough to take time out of your day…
Category Archive for: Business Development
One month ago today I was confined to a hotel room with severe back pain. It was the aftermath of Legal Tech New York and I was supposed to be on a plane back to San Diego. Instead, the hotel doctor was giving me a Cortizone shot and ordering me not to move. I’m 41.…
In the quest for the perfect law firm business model, I’m often asked about the best way to balance the practice of law with the time needed to develop new business. While there is no silver bullet, here are three first steps to consider when developing a plan to grow your practice. 1) Start with…
I found an old email this morning that references a 2009 McKinsey Executive Insight report about challenges facing corporations coming out of the economic crisis. I no longer have a link to the year-old report, but the excerpt from the email reads: “Companies need to integrate marketing and sales function into the day-to-day operations of…
If, as Cicero said, man is his own worst enemy, then partners are posing the biggest risk to the sustainability of large law firms. From my vantage point, individual attorney, practice group and other internal silos are preventing most firms from making needed change in the way they do business. With the latest Hildebrant Baker…
Relationship management touches every aspect of the business—from how you answer the phone to how you bill your clients. Create a client service policy for your firm and make sure every person on staff understands their role in relationship management. Effective client service teams analyze their existing client relationships across every functional unit of the…
Oscar Wilde once said, “You know more than you think you know, just as you know less than you want to know.” When it comes to law firm marketing, the same can be said about your clients. In some ways you do know more than you think you know, although you may not have harnessed…
My first job was at TJ’s Big Boy Restaurant in Rochester, New York. It was here, at the age of 16, that I received my first formal training in client feedback. As a hostess, when customers came up to pay their bill, it was my responsibility to collect and track feedback by asking, “How was…
If it is true, as I believe, that value-driven legal services and profitability are not mutually exclusive, then law firm client teams offer a first step toward achieving both. Client teams come in many shapes and sizes. When I use the term Client Team, I am referring to an organized, disciplined approach to strengthen and…
Subscribe for Free
© 2014 Law Leaders Lab, LLC | 619.501.7909 Privacy Policy