Articles
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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
- Client Service and Value Innovations
- Does the Legal Profession Need Radical Change?
- How PwC Imbeds Innovation into Its Culture
- 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
- 10 Steps to Improve Your Law Firm’s Succession Planning
- How Smart Succession Planning Can Separate a Law Firm
- 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