Articles

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Client & Business Development 

10 Ways to Manage Touch Points for Optimal Success

Are Your Clients Loyalists or Defectors?

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

Client Relationship and Development Tips for New Partners

Cross-Sell Effectively by Putting Client Needs before Your Own

Dos and Don’ts of Cross-selling

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

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

Making Clients Loyal through Service and Satisfaction

Nurture Your Networks

Nurturing Clients to Grow Your Practice

Rainmaking: A Three Step Plan to Develop More Business

Redefining Your Value Proposition

Setting the Stage for Personal Marketing Success

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

Tis the Season Network Like a Pro

What Rainmaker Traits and Skills are Required for Success

Why Clients Demand Value

Your Value Proposition Should be a Differentiator

 


 

Succession & Transition Management 

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 

How to Prepare the Groundwork for Transitioning Your Relationships _ Law Practice Division

 


 

Leadership Development 

How Can We Help Practice Group Leaders to be Successful

What Women Need to Make It to the Top

Why Aren’t There More Women Leaders and Why Should Firms Care?

 


 

Talent & Resource Management 

Are You a T-or-I Shaped Lawyer?

Can BigLaw Accommodate the Needs of Women?

Collaboration The Next Frontier

Gender Bias and the Compensation Gap

Make Lateral Partner Hiring a Successful Investment

The Shape of Things to Come

Women Need Sponsors More than Mentors in Order to Succeed

 


 

Firm & Practice Management 

Aligning Pricing and Value to Win More Business

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

Hiring Laterals Can Be Costly To Some Firms

Lateral Partners – Matches Made in Heaven

Obstacles to Innovation in Law Firms and What is Required to Embrace It

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

The Next Normal-What Talent and Skills Will Progressive Law Firms Need?

The Next Normal-Will the Traditional Law Firm Model Survive?

The Next Normal-What Can Law Firms Learn from Netflix?

The Shape of Things to Come

What Does Value Mean in Law Firms?

What is Your Firms Core Purpose and Is It Time to Revisit It?