Search

It's no secret that to be a successful attorney, you need to cultivate a steady stream of clients. It's how to do this that often seems like a mystery. Even [...]

Successful business developers prioritize building personal relationships, making connections and adding value through meaningful touchpoints as a strategy for growing client relationships. This personalized approach is more impactful than throwing [...]

Summary * Embracing value-based pricing aligns legal services with client needs, fosters collaborative and transparent relationships and positions law firms as committed partners. * The legal profession is experiencing a [...]

Whatever opinions one has on recent workplace behavior trends, it has become evident that somewhere in the typical corporate structure, a disconnect has formed between employer and employee. Is it [...]

Walking through the Edinburgh airport in 2008, I saw an IBM advertisement that said: "Stop selling what you have. Start selling what they need." True men, truer now. Today consumers [...]

When we talk about the radical changes ahead for the legal industry, it's often with a note of worry in our voices. Will AI replace junior lawyers? Will apps replace [...]

YOU SPEND A LOT OF TIME educating yourself about the law and the issues that affect your clients. You attend CLE programs and webinars, read legal and trade publications, follow [...]

MY LAST FEW COLUMNS have focused primarily on the importance of capturing contemporaneous time, preparing prompt and accurate billing, and timely collections. While law firms continue to take advantage of [...]

EVERYBODY HAS PAINFUL STORIES about that nightmare client. While some tales are taller than others, typically the billing attorney alone knows the extent of havoc wreaked, whether in terms of [...]

WOULD YOU KNOW a Big Idea when you heard it? I know I have missed more that I caught. Social media as a whole (Facebook, Twitter, Instagram, etc.) and what [...]

WE ALL EXPERIENCED the pandemic in our own way. We saw our professional and personal lives upended in countless ways, and many of us lost loved ones. But we did [...]

Alternative fee billing is all the rage. Everywhere you look, you will see articles about the death and evils of the billable hour and the advantages of alternative billing. Alternative [...]

OVER THE LAST YEAR, the legal profession experienced a significant paradigm shift moving to a predominantly virtual law firm platform, coupled with reshaping business models and reviewing law firm processes [...]

ADMIT IT: AT ONE TIME or another, you've taken "if personally. "It" being a person's behavior, critical words, email communication and even silence. Characterizing another's behavior as a personal affront [...]

When lawyers change firms, what should they do to move client work to the new firm? This question seems quite succinct, but the answer can be quite complicated. Moving client [...]

WHILE MANY READERS OF THIS COLUMN use Siri or Alexa on a daily basis without a second thought, most will also say they are annoyed when these little fake humans [...]

MANAGING THE CLIENT RELATIONSHIP is as important as doing top-notch legal work. The client is likely feeling tension about both the legal matter and the initial meeting with you. Certain [...]

THE TITLE OF THIS COLUMN MAY OFFEND a few readers. But in today's society, we all spend some extra money occasionally to save time, whether it's paying a neighborhood kid [...]

EVERY ATTORNEY-CLIENT relationship includes two players. Lawyers therefore need to be aware of the ways in which they directly contribute to the success or failure of attorney-client relationships. Let's investigate [...]

Law firms need clients to survive. Networking, meeting new people and expanding your contacts are necessary first steps in business development, but client development goes beyond just networking. People like [...]

AN EARLY MENTOR TOLD ME that my top source of new work should be referrals from existing clients. He noted that if you work hard and do a good job [...]

IN YEARS FAR PAST and of distant memory, law firms consisted of just a handful of lawyers, perhaps some of whom concentrated practice in solely one area of law but [...]

The impact of poor client selection and sloppy client service will be magnified in trying economic times. In response, you want to proactively take steps to build and retain a [...]