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

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

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

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

Gender Bias and the Compensation Gap

09.15.13 | Posted By: Susan Duncan
Our last post Why Aren’t There More Women Leaders and Why Should Firms Care? addressed many of the reasons that women are not advancing to top levels in their firms.  Many of the impediments and biases we summarized also can be found in the discrepancies between male and female compensation for equity partners. According to “Closing the Gap,” a 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

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