Volume 23 - Number 9 | September 2010
| September issue in PDF format … |
| Client Profiling and Segmentation By Derek Schutz By profiling current clients and looking back over the years of data accumulated, law firms have an abundance of experience to determine what works and what does not when it comes to business development. The key is to set up a systemized approach to extract that data. |
| Pricing Management Survey By Michael Roch A comprehensive, worldwide survey of pricing management practices in the legal sector conducted by the author's firm shows that law firms continue to face a significant execution gap in the context of pricing management — meaning they intellectually understand what’s needed to price legal services more effectively, but they struggle in executing this to their advantage. |
| Policing Workplace e-Mail Use By Fernando M. Pinguelo and Laura J. Tyson On-the-job Internet surfing has become a problem that employers can no longer ignore. A recent Office of Inspector General investigation, for example, revealed that senior-level SEC staff, including an attorney, used their workplace computers to view online pornography for up to eight hours per day during the period of time that led this country’s biggest economic meltdown since the Great Depression. |
| Leadership Training Is an Oxymoron By Janet Kyle Altman Leadership development is about learning, not training. Your firm's future leaders must be given the opportunities, tools, and motivation to develop their leadership. |
