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Even the Perry Masons of the real world generally have weak sales skills on par with those of Willy Loman, the tragic and central figure of Arthur Miller’s Death of a Salesman. This unfortunate fact leaves many law firms scratching their heads and wondering: Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
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Is Your Firm Prepared for the ‘Silver Tsunami’?
By J. Mark Santiago
A Silver Tsunami of aging partners is threatening the legal profession. There’s a way to higher ground.
What In-House Counsel Need from Outside Counsel As Pandemic Landscape Shifts
By Jennifer Simpson Carr
The global COVID-19 pandemic forced lawyers — individuals whose relationships formerly depended upon firm handshakes and looking their clients directly in the eye — to build client trust through a tiny camera lens. Here's a Q&A with GCs to discuss what matters most to their companies when hiring outside counsel.
Five Critical Elements of Business Development Success
By Aaron Y. Strauss
While acquiring the skills necessary to develop business is certainly a life-long journey, here are five critical elements to consider from the outset.
Building Successful Partnerships Requires Collaboration
By DeWitt A. Sullivan
Partnerships are relationships, ideally relationships built on trust and a common goal. Successful partnerships require all parties working together — working together to service a client fully, generate revenue and to build a business. This requires openness and coordination.
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