Succession Management Pillar 2 of 5: Revenue, Finance and Compensation

08.08.18 | Posted By: Susan Duncan
Much of the Baby Boomer/retirement/succession dilemma revolves around money: the firm’s revenues, senior partner’s contribution to and control of client revenue, partner compensation and incentives to transition and other financial aspects of retiring partners.   As noted in our recent post: Succession Management: The Problem and a RoadMap, we know that according to Altman Weil, Read More

Women: Communicate So You are Heard

12.06.17 | Posted By: Susan Duncan
All of the research on gender bias and communications indicates that there are significant differences in the way men and women communicate. Men often are direct, women indirect.  For men, communication helps achieve a goal, provides an answer; for women, it is more of a process, they want to tell a story and make a Read More

Industry Group Strategy Part 2: How to Execute IGs Effectively

09.06.17 | Posted By: Susan Duncan
In our prior post, Industry Group Strategy Part 1 – What are They and Why Have IGs? we clarified the difference between sectors and industries and discussed the benefits and goals of having them.  In law firms, Industry Groups, like client teams, straddle multiple practice groups and lawyers may be members of several practice groups Read More

Feedback + Communication = Employee Engagement

06.21.17 | Posted By: Susan Duncan
Our last article The Millennial Generation in Law Firms – How to Attract and Retain Gen Ys focused on several aspects of the workplace that appeal to millennials and must be present in order for your firm to avoid the common turnover so prevalent in this generation. According to a Clutch HR survey, 40% of Read More

Customer Experience (CX) Part 3 – Transform Your Firm with Superior Client Experience

05.10.17 | Posted By: Susan Duncan
[Note: This post is co-authored by RainMaking Oasis and Jonathan Hollenberg of HawkPartners, a marketing strategy and research firm for Fortune 500 companies.] In our prior two posts Customer Experience (CX) Part 1 – Is It Different than Customer Service  and Customer Experience (CX) Part 2 – Mapping the Client Journey, we discussed the difference Read More

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

Law Firm Partnership Part 1: Do “True Partnerships” Still Exist?

11.30.16 | Posted By: Susan Duncan
Citi Private Bank has released its third quarter report on law firm growth and it indicates a slow-down since their mid-year report.  The following findings are important to note: Demand was nearly flat at .3% Revenue growth other than due to billing rate increases was only .3% Firms have seen an increase in compensation expenses Read More

Part 3 of 3: The Next Normal – What Can Law Firms Learn from Netflix?

08.04.14 | Posted By: Susan Duncan
Our two prior blog posts examined a number of trends, challenges and changes that will affect legal service businesses of the future. “Legal service business” is used here intentionally to suggest that many legal services of the future will more frequently be provided by non-traditional law firms (many of which won’t even be called or 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