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We constantly hear from clients that they want us to know their business and anticipate their needs, to help them to see around corners. We hear about the ongoing cost pressures clients face, which force in-house counsel to do more with less, and the pressures on outside counsel to provide greater efficiencies and cost predictability. We also hear that clients hate to be cross-sold. However, this does not mean that clients are not interested to be introduced to new colleagues who can provide insight. Rather, cross selling must be thoughtful and tailored to clients’ needs — a concept many of you will recognize from Heidi Gardner’s work and the success to be gained from Smart Collaboration strategies.
By J. Mark Santiago
6 Common Law Firm Accounting Practices That Need to Be Re-evaluated
There are a number of tried and true practices in law firms that need more thinking. Not because law firm managers are stupid; it’s just that some practices need to be periodically re-evaluated and adjusted to reflect the changing times.
Best Ways to Expand Key Client Relationships from the Lawyers’ and Firms’ Perspectives
By Julie Savarino
Part One of a Two-Part Article
For a variety of reasons, many law firms and lawyers struggle to effectively cross-sell or cross-service. This article defines the specific and best actions lawyers and law firms can take to expand client relationships.
Lawyers: Being Paid Shouldn’t Be Like Pulling Teeth!
By Peter A. Johnson
What Lawyers Can Learn From Dentists
Nobody enjoys visiting the dentist, but everybody knows you still must pay him or her on the day of service. Attorneys, however, have historically let the client lead the payment dance. Lawyers do the work and hope/expect to be paid without waiting too long or discounting the invoice too steeply. What can we do differently?
Law Firm Mergers and the Economic Outlook for 2019
By Marcus Dyer
As law firms endeavor to survive in an increasingly competitive world, one strategy picking up steam is the law firm merger. In this article, we recap law firm merger activity in 2018 and consider the economic outlook for law firm mergers for 2019.
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