• CMO Best Practices: Some Tips to Make a Really Tough Job a Little Easier

    December 01, 2016 |

    The issues that I confronted a dozen years ago when I became a CMO for the first time are very much the same issues that my CMO brothers and sisters face today. Irrespective of whether you've had decades of experience or not, the job is tough. Well, the job is relatively easy, but ensuring that your

  • Leadership
    Executive Presence

    December 01, 2016 |

    Lawyers who exhibit "executive presence" are more likely to make partner, to gain clients' trust and loyalty, and to receive referrals from others. Executive presence is easy to spot, but difficult to define. A lucky few are born with it, but, in most cases, it is learned. This article discusses wha

  • How to Fail at Collaboration

    December 01, 2016 |

    For firms or teams with historically non-collaborative cultures (and that describes 99.9% of them), this "whole collaboration thing" has become a huge annoyance, an attempted interference with "how we've always practiced law." For these folks, the challenge is thorny: Convince everyone that their cu

  • Media & Communications
    Getting Quoted on Breaking News

    December 01, 2016 |

    When news breaks, reporters want a source immediately — not in an hour, later that day or first thing the next morning. Reporters who can get to a source first and fast — and are confident that source will provide reliable and insightful analysis — win the day. If you want to be considered and quote

  • Professional Development
    Survey: Today's Am Law Chief Marketing Officer

    December 01, 2016 |

    Dramatic Change Defines the Position

    Perhaps no non-practicing lawyer position has changed as dramatically as that of the leading marketing professional, which bears no resemblance to the position in the 1990s. Twenty-five years ago, law firm marketing executives were asked to put t

  • Essential Qualities of Successful Rainmakers

    November 01, 2016 |

    Although a handful of law firms has hired non-lawyer sales teams, most still rely upon individual attorneys or practice groups to generate new client matters (i.e., to sell) even though the majority of them have never received business development skills training. This article describes some of the

  • Highlights of 2016 and Predictions for 2017 Attract Year-End Media Interest

    November 01, 2016 |

    By guiding your colleagues and lawyers to focus on the business consequences of timely legal issues, you introduce them to reporters as sources whose opinions and predictions will be quoted in these look-back and look-ahead review stories that executives and prospective clients will be reading to ge

  • Moving from Good Law to Great Law™

    November 01, 2016 |

    Law firm leadership is at a proverbial fork in the road. The people running law firms can continue to do business as usual, or they can lead their firms toward a model of business that reflects the new and still evolving client expectations and market demands.

  • Are You a Five-Tool Player?

    November 01, 2016 |

    A law firm executive's ability to lead lawyers' potential for greatness can be evaluated using a model that is similar to baseball. The term "five-tool player" is used to describe a player who has an array of skills across a broad spectrum.

  • Culture of Collaboration

    November 01, 2016 |

    Optimal Insights Through Inter-Departmental Initiatives

    As dizzying amounts of resources and the need for the timeliest insights grow, the conduit and collaboration between business development and an organization's information management department, especially, becomes more crit

  • Truth, or Big Data Dare

    October 13, 2016 |

    With all of society's technological advancements, it is a bit shocking that there has only been ONE technology ever developed to sniff out lies. The polygraph, invented in 1921, has barely advanced since.