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It is not uncommon for law firms to face negative business outcomes caused by the behavior of a star rainmaker who is unaware of the impact that they have on others. And that’s what emotional intelligence (EQ) is about and why it’s so important to lead to better business results. What can law firms do to help their star partners increase their emotional intelligence to avoid potentially disastrous business outcomes for themselves and their firms?
Robert is a well-respected successful rainmaker at his firm. Katie, also a partner, has been with the firm for many years and is known for delivering stellar client service and having deep knowledge and expertise in her practice area, though she does not bring in business.
Linking Content into the Client Journey: Why Content Experience Matters
By Jennifer S. Bankston
One of the most effective components of legal marketing is thought leadership content. With today’s available palette of media tools, law firms are able to design, build and customize the content that their client’s experience like never before. Ensuring that this “content experience” is profound and impactful is a necessary and critical endeavor.
Sales Speak: Strategies to Avoid or Reduce Billing Rate Discounts
By Eric Dewey
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.
Why Accountability in Law Firms Is So Challenging
By Marcie Borgal Shunk
In an era of “what’s in it for me,” leaders seeking to ensure the long-term well-being of the firm and its talent often find change initiatives especially challenging.
Digital Dive: The Not-Doing List: Focusing Your Strategic Marketing Plan
By ssalkin
Sometimes, we over-engineer solutions. And most often, we don’t need to.
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