“Effective Client-Adviser Relationships” Part 3: Added Value

10.15.12 | Posted By: Susan Duncan
This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions Read More

“Effective Client-Adviser Relationships” Part 2: Commerciality

10.08.12 | Posted By: Susan Duncan
This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions Read More

“Effective Client-Adviser Relationships 2012” Part 1: Role of Management

10.01.12 | Posted By: Susan Duncan
This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions Read More

How Can We Help Practice Group Leaders to be Successful?

09.11.12 | Posted By: Susan Duncan
The role of the Practice Group Leader (PGL) has become extremely demanding and complex. As firms have grown, they have developed additional ways to organize and manage themselves through industry groups, client teams and practice groups. Most firms now use PGs as their primary business units through which revenue is generated and measured, work is Read More

Culture Part 2: How to Use or Adapt Culture to Succeed in the “New Normal”

08.28.12 | Posted By: Susan Duncan
Last week, our post entitled Culture Part 1: Does Law Firm Culture Play a Role in Success or Failure? discussed the components that comprise organizational culture. Every law firm has a unique set of interwoven values and characteristics that make up its culture. As firms address the substantial disruptions posed by the economy, technology and supply and Read More

Culture Part 1: Does Law Firm Culture Play a Role in Success or Failure?

08.23.12 | Posted By: Susan Duncan
You bet it does — perhaps now more than ever. Of course this depends on how you define “success.” With so much focus on the numbers – PPPs, RPL, revenues, de-equitizing, equity versus income partners, cutting expenses, discounts and billing rates, utilization, hours – it would be easy to assume that every corporate law firm Read More

Cross-Sell Effectively by Putting Client Needs before Your Own

08.14.12 | Posted By: Susan Duncan
Cross-selling is a good concept, assuming that clients love the work you are doing for them and are thrilled with the level of competence and service (and you know this because you have formally and regularly solicited your clients’ feedback). As discussed in a previous post Strategic Account Management Must Be About Client Value First, Not Read More

Can BigLaw Accommodate the Needs of Women?

08.07.12 | Posted By: Susan Duncan
A growing number of women are placing a higher priority on having a high paying career than they did fifteen years ago. According to a Pew Research Study, while women have surpassed men in education achievement since 1999, 66% of women between the age of 18 and 34 now cite a high-paying career as high priority Read More

What Rainmaker Traits and Skills are Required for Success?

07.31.12 | Posted By: Susan Duncan
For so many years, the term “rainmakers” has referred to partners in firms who bring in new clients and have “big books of business.”  Merriam-Webster defines a rainmaker as “A person (as a partner in a law firm) who brings in new business.”  Fifty years ago, many firms relied on only one or two or just Read More

Does the Legal Profession Need Radical Change?

07.23.12 | Posted By: Susan Duncan
In September, a group of high level leaders in the legal profession will convene in New York City to “solve the worst legal job market in 20 years.”   Those invited to the meeting by New York City Bar Association President Carey Dunne will be asked to identify the causes for these woes and to make recommendations to Read More