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Requests for discounts have become a routine step in the legal services purchasing process. Lawyers face the uncomfortable task of defending their billing rates in both RFPs and client pitches. But too often, lawyers don’t make an effort to resist giving a discount when asked. Mostly because they haven’t been trained in how to do it.
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By Debra Baker
The natural instinct during times of chaos is to move into a place of scarcity. The single best gift you can offer clients is courage and confidence about the path forward.
By Sharon Meit Abrahams
In the legal industry it is time for a paradigm shift. Many firms have struggled with allowing people to work from home for a myriad of reasons. At this point, we have no choice. To help you get off on the right foot, the following are some best practices as we move forward into this new working environment.
By Eric Dewey
One factor in the slack of demand for law firms that is not being talked about is the state of the business development training and coaching that firms use to build their business development capabilities in the firm.
By J. Mark Santiago
In general law firms have been slower to adopt pay for performance systems. What law firms need now, and this article describes, is an approach to partner compensation that closely links a partners pay to their ability to contribute to the achievement of the firm’s strategic objectives.