Do Your Law Firm Leaders Lead or Manage?

10.26.16 | Posted By: Susan Duncan
Leadership is not a title or a position. The best leaders have developed competencies that enable them to drive their firms forward, think conceptually and strategically and effectively build and rely on teams and networks. According to the 2016 Deloitte Global Human Capital Trends report, eighty-nine percent of companies see leadership as an important or Read More

The Succession Management Continuum: Where is Your Law Firm?

10.04.16 | Posted By: Susan Duncan
Recent surveys show that less than a third of law firms have a formal retirement or succession planning process in place.  Those that have one tend to focus more on retirement age and phase-down compensation approaches usually with a focus only on a few partners expected to retire within two to five years.  A much Read More

Part 3 of 3: The Next Normal – What Can Law Firms Learn from Netflix?

08.04.14 | Posted By: Susan Duncan
Our two prior blog posts examined a number of trends, challenges and changes that will affect legal service businesses of the future. “Legal service business” is used here intentionally to suggest that many legal services of the future will more frequently be provided by non-traditional law firms (many of which won’t even be called or Read More

Are Your Clients Turning into Customers?

02.19.14 | Posted By: Susan Duncan
What’s the difference between a client and a customer? Lawyers, like other professional service providers, consider the term client to be more prestigious and most eschew any reference to clients as customers. But it may just be time to reconsider. First, clients are beginning to act more like custmers and second, law firms could benefit Read More

New Year’s Resolution: Romance Your Clients at Every Turn

01.27.14 | Posted By: Susan Duncan
As we enter into a new year, firms would do well to renew their commitment to really focusing on and taking care of their key clients.  Too often, clients are taken for granted or viewed merely as a source of revenue.  Firms focus on getting new matters, cross-selling and pitching, often without much attention to Read More

Does your firm have the attributes of a world class sales organization?

10.09.13 | Posted By: Susan Duncan
The Heiman Research Institute conducts an annual survey of worldwide organizations to determine what differentiates those that are the best in sales from all the others. While all types of companies were included in the survey, the report breaks out professional service firms from the rest. Relative to other types of businesses, professional service firms, a category Read More

Gender Bias and the Compensation Gap

09.15.13 | Posted By: Susan Duncan
Our last post Why Aren’t There More Women Leaders and Why Should Firms Care? addressed many of the reasons that women are not advancing to top levels in their firms.  Many of the impediments and biases we summarized also can be found in the discrepancies between male and female compensation for equity partners. According to “Closing the Gap,” a Read More

Succession Part 2: Transitioning to Tomorrow’s Leaders

08.06.13 | Posted By: Susan Duncan
As noted in our previous post Succession Part 1: Holding onto Clients When Senior Rainmakers Retire, over the next ten years over 65% of baby-boomer, equity partners are expected to retire. (Since we focused on Transitioning Clients in that post, we will not address it again in this one.) Many of these partners likely also are Read More