I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn suggests that networkers are not achieving the results they’re looking for through...more
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and apprehension. The underlying message seems clear: “Follow my path and...more
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale of hours (expertise) in exchange for fees. So how can a firm actually stand out from the rest?...more
A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using tools like Myers Briggs and others or from a...more
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me and not the partner I brought to the pitch meeting. Then it occurred to me. The CFO thought I...more
In order to meet or exceed anticipated profits per partner in a rapidly changing legal industry, many firms still have a way to go to upgrade or simply modernize their systems and processes. So today’s post is about change. ...more
I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into. Consider the following email outreach...more
When it comes to lateral recruiting, it goes without saying that most firms aspire to improve their success rate. In the Above The Law article “6 Tips for Smarter Lateral Hiring,” author David Lat quickly prioritizes asking...more