Succession Management Pillar 3 of 5: Client Succession and Transition Management

08.22.18 | Posted By: Susan Duncan
This post follows two prior posts and addresses the third pillar of succession management. Like many aspects of law firm management, the subject of succession planning often is limited to internal firm or management discussions and consideration.  This is a mistake. Clients know and worry that senior partners may be nearing retirement, and absent any Read More
pillar 3

Lawyers Should be Great at Consultative and Insight Selling

06.27.18 | Posted By: Susan Duncan
When lawyers first started exploring the uncomfortable process of “selling” as early as the 1980s not long after the 1977 Bates decision allowing lawyers to advertise, it was uncomfortable and seen as unseemly even sleazy. Over the decades, consultants have adapted sales approaches shifting from the traditional model into consultative selling. This approach has proven effective Read More
Insight

Law Firm MDPs and New Delivery Models Part 2 – Subsidiaries

10.18.17 | Posted By: Susan Duncan
In an effort to offer existing and new clients fuller capabilities and solutions, many law firms have developed wholly-owned subsidiaries often comprised of experts in an industry or service specialty who are not lawyers. As we reviewed in our last post, Law Firm MDPs and New Delivery Models Part 1 – A Primer, clients today Read More
Direction Decision Chance Opportuinity Intersection Concept

Your Personal Brand: (Re)Define It, Burnish It and Manage It

07.12.17 | Posted By: Susan Duncan
Everyone has a personal brand and it often plays a critical role in professional success, advancement and business development.  Similar to a business’ brand, your brand is a promise of what others will receive from you, what you will be known for and how people react to your personality and approach.  Whether or not you actively Read More
Build your personal brand advice

Collaboration: Walking the Talk at Morgan Lewis

03.29.17 | Posted By: Susan Duncan
[Note: This article is being published with the permission of our client, Morgan Lewis & Bockius.] Two of our previous posts on collaboration, True Collaboration Drives Profitability and Collaboration: The Next Law Firm Frontier, discussed the benefits of collaborative cultures and approaches to client representation.   But both articles also alluded to the reasons why collaboration Read More

True Collaboration Drives Profitability and Client Loyalty

03.15.17 | Posted By: Susan Duncan
Collaboration in the workplace is widely recognized as an important success factor in the most effective organizations. It is necessary in order to build and share knowledge, accelerate innovation, break down silos and facilitate connectivity.  A recent Harvard study found that managers and employees now spend 50% or more time in collaborative activities than they Read More

Sales and Service: The Loyal Client Life Cycle

02.15.17 | Posted By: Susan Duncan
Law firms continue to compete aggressively for new clients and new work from existing clients.  We know from recent surveys by Citi and Altman Weil that client demand for outside lawyers remained flat in 2016 and is expected to do so again in 2017.  With the same or less work to go around, this means Read More
Finger about to press customer loyalty button. Concept for illustration of sales process.

Who are Law Firms Really Competing With and Why?

01.18.17 | Posted By: Susan Duncan
Law firms are facing stiff competition when it comes to holding onto their clients, much less gaining market share. Given the flat growth in available legal work, law firms have been having to “steal” work from other firms to gain share. BTI Consulting’s Market Outlook and Client Service Review 2017 reports that while legal spending Read More
Man with binoculars Spying to business competitors.

Law Firm Partnership Part 2: Becoming and Remaining an Equity Partner

12.14.16 | Posted By: Susan Duncan
Our last blog post, “Law Firm Partnership Part 1: Do True Partnerships Still Exist?” explored the changes that have occurred in the partnership model in recent decades and the core aspects to healthy partnerships.  In this post, we will examine the qualities needed to advance to equity partner status and what it takes to be Read More
Businessman reaching out to dollars

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
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