A Compendium of Insights, Trends, Tips and Best Practices

To our clients and colleagues –

It came to our attention that many of you were not on our distribution list until very recently and therefore not receiving our bi-weekly blog.  Knowing you are too busy to go to the web site to peruse the list of topics or may not have signed up on our Blog page, below is a full list of our thought-leadership through our most recent post. We hope you will find value in the insights and tips we offer and will feel free to share these with others in your firm or elsewhere.  As always, we welcome your feedback and suggestions for improvement or additional topics.

Best,

Susan Duncan

Index of Categories:

1. Client Development, Business Development/Sales & Networking
2. Firm and Practice Management
3. Innovation, Value & Change Management
4. Leadership Development
5. Succession & Transition Management
6. Talent & Resource Management
7. Women

Client Development, Business Development/Sales & Networking

• 10 Ways to Make Personal Marketing and Business Development Habitual and Effective
• 10 Ways to Manage Touch Points for Optimal Success
• Are Your Clients Loyalists or Defectors?
• Are Your Clients Turning into Customers?
• Be Intentional About Your Personal Marketing and Business Development
• Build a Niche Expertise
• Building Your Reputation, Part 1: Promoting Services with Articles and Presentations
• Building Your Reputation, Part 2: Blogs and the Media
• Building Your Reputation, Part 3: Maximizing Your Involvement in Organizations
• Client Feedback: 10 Steps to Determine Where Your Firm Fits on Satisfaction and Loyalty Curve
• Client Relationship and Development Tips for New Partners
• Cross-Sell Effectively by Putting Client Needs before Your Own
• Customer Experience Part 1 – Is It Different from Customer Service?
• Customer Experience Part 2 – Mapping the Client Journey
• Customer Experience Part 3 – Transform Your Firm with Superior Client Experience
• Dos and Don’ts of Cross-selling
• Effective Client-Adviser Relationships Part 1: Role of Management
• Effective Client-Adviser Relationships Part 2: Commerciality
• Effective Client-Adviser Relationships Part 3: Added Value
• Finding and Keeping the Clients You Like
• Getting Better Sales Results by Understanding Personality Styles
• Growing a Multi-Faceted Network
• Growing Revenue from Existing Clients
• Healthy Client Road Map: 25 Tips to Keep Clients Happy, Satisfied and Loyal
• How to Customize Your Business Development Strategy
• How to Sell: Stop Pitching and Start Listening and Relating
• Make Referral Sources A Key Part of Your 2014 Sales Strategy
• Make This the Year You Take Control of Your Time
• Making Clients Loyal through Service and Satisfaction
• Network Like a Pro
• New Year’s Resolution: Romance Your Clients at Every Turn
• Nurture Your Networks
• Nurturing Clients to Grow Your Practice
• Rainmaking: A Three Step Plan to Develop More Business
• Redefining Your Value Proposition
• Sales and Service: The Loyal Client Life Cycle
• Setting the Stage for Personal Marketing Success
• Start 2017 Off Right: How Lawyers and BD/Marketing Teams Can Collaborate for Maximum Value
• Starting Out on the Right Foot: Get Focused and Get Going!
• Staying Ahead of the Curve: Tracking the Trends
• Strategic Account Management Must Be About Client Value First Not Sales
• The Art of Selling
• What Rainmaker Traits and Skills are Required for Success
• Why Clients Demand Value
• Will Firms Finally Understand that Client Feedback = Better Revenue and Profitability?
• Your Personal Brand: (Re) Define It, Burnish It and Manage It
• Your Value Proposition Should be a Differentiator

Firm & Practice Management

• Collaboration: The Next Frontier. Are Law Firms Up to It?
• Collaboration: Walking the Talk at Morgan Lewis
• Culture Part 1: Does Law Firm Culture Play a Role in Success or Failure?
• Culture Part 2: How to Use or Adapt Culture to Succeed in the “New Normal”
• Does Your Firm Have the Attributes of a World Class Sales Organization?
• Industry Group Strategy Part 1 – What are They and Why Have IGs?
• Industry Group Strategy Part 2: How to Execute IGs Effectively
• Is Your C-Suite Siloed or Collaborative?
• Practice Groups Part 1: The Framework and Leadership Role
• Practice Groups Part 2: Practice Group Leader as Strategist
• Practice Groups Part 3: Practice Group Leader as Financial Steward
• Practice Groups Part 4: Practice Group Leader as Talent Manager and Coach
• Practice Management Part 1: What Works Best — Practice Groups Industry Groups Client Teams
• Practice Management Part 2: Success Lies in Structural Framework — Leadership and Accountability
• True Collaboration Drives Profitability and Client Loyalty
• What is Your Firm’s Core Purpose and Is It Time to Revisit It?

 

Innovation, Value and Change Management

• 5 Firms Take Bold Approaches
• 8 Tips for Innovative Client Service
• Aligning Pricing and Value to Win More Business
• Are Project Management and Process Improvement Just Fads?
• Change Management Part 1: The Framework
• Change Management Part 2: Strong Leadership and Collaboration are Required to Drive Change
• Does the Legal Profession Need Radical Change?
• How PwC Imbeds Innovation into Its Culture
• Innovation Part 1: What It Is and What It Isn’t
• Innovation Part 2: Insights from Experts
• Innovation Part 3: ALSPs Are Expanding and Aren’t “Alternative” Anymore
• Law Firm MDP’s and New Delivery Models Part 1 – A Primer
• Law Firm MDP’s and Delivery Models Part 2 – Subsidiaries
• Law Firm MDP’s Part 3 – Integrated Multi-Disciplinary Practices
• Law Firm MDP’s Part 4 – Service Delivery Solutions
• Obstacles to Innovation in Law Firms and What is Required to Embrace It
• The Next Normal 1 – Will the Traditional Law Firm Model Survive?
• The Next Normal 2 -What Talent and Skills Will Progressive Law Firms Need?
• The Next Normal 3 – What Can Law Firms Learn from Netflix?
• The Shape of Things to Come (talent and service delivery model)
• Value Post 1: What Does Value Mean in Law Firms?
• Value Post 2: Your Value Proposition Should be a Differentiator
• Value Post 3: Like Law Firms, GCs Must Deliver More Value to Their Clients
• Value Post 4: How Law Firms and In-House Counsel Can Co-Create Value
• Warning – Read this Before You Send that Billing Increase Rate Letter!
• What Does Value Mean in Law Firms?
• Who are Law Firms Really Competing With and Why?

Leadership Development

• Accelerate Your Personal Success: Executive Presence
• Enhance Your Personal Leadership Skills: Influence and Persuasion
• How We Can Help Practice Group Leaders to be Successful
• Practice Groups Part 1: The Framework and Leadership Role
• Practice Groups Part 2: Practice Group Leader as Strategist
• Practice Groups Part 3: Practice Group Leader as Financial Steward
• Practice Groups Part 4: Practice Group Leader as Talent Manager and Coach

Succession & Transition Management

• How to Prepare the Groundwork for Transitioning Your Relationships
• Succession Management Pillar 1 of 5: Transition Management and Retirement Process
• Succession Management Pillar 2 of 5: Revenue, Finance and Compensation
• Succession Management Pillar 3 of 5: Client Succession and Transition Management
• Succession Management Pillar 4 of 5: Leadership Succession and Knowledge Transition
• Success Management Pillar 5 of 5: Senior Lawyer Transitions and Next Career Support
• Succession Part 1: Holding onto Clients When Senior Rainmakers Retire
• Succession Part 2: Transitioning to Tomorrow’s Leaders
• Succession Planning: Why Your Firm Should Do It 
• Succession Planning: The Problem and a RoadMap

Talent & Resource Management

• Are You a T-or-I Shaped Lawyer?
• Feedback + Communication = Employee Engagement
• Hiring Laterals Can Be Costly To Some Firms
• Lateral Partners – Matches Made in Heaven
• Make Lateral Partner Hiring a Successful Investment
• Matches Made in Heaven (Lateral Hiring)
• Millennial Generation in Law Firms – How to Attract and Retain Gen Y’s
• The Shape of Things to Come

Women

• Can Big Law Accommodate the Needs of Women?
• Gender Bias and the Compensation Gap
• Steps to Build Your Practice and Be a Successful Rainmaker
• What Women Need to Make It to the Top
• Why Aren’t There More Women Leaders and Why Should Firms Care
• Women: Communicate So You are Heard!
• Women Need Sponsors More than Mentors in Order to Succeed
• Women’s Success Strategies for Advancement