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For a long time, law firms considered public relations and marketing for law firms — if at all — to bring only “soft benefits” to business development. Consultants would talk about “word-of-mouth,” “raising one’s profile,” and “touchpoints” to justify the costs involved with either in-house or outsourced staff focused solely on securing placements in publications, spots on panels, or broadcast interviews.
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Using Process Improvement and LPM for Competitive Advantages in Pricing and Fee Arrangements
By Catherine Alman MacDonagh and Frederick J. Esposito Jr.
This article explores the connection between process improvement, project management, and pricing. Clients want budget predictability, options in fee arrangements, and value. The firms that do this well, regardless of their size or location, will have the competitive advantage.
Hallmarks of Highly Successful Coaching Programs
By Debra Baker
How well does your attorney coaching program stack up? Here are six pillars to self-assess whether your informal or formal business development coaching and training programs are working.
Reframing 101: How to Use ‘Yes’ and ‘No’ for Negotiation Breakthroughs
By Essie Martsinkovsky
When you’re negotiating, being able to reframe — to change your perspective and approach an issue through a new lens — is critical to getting your needs and wants met.
Rebranding Your Law Firm? Read This First
By Leslie Richards
If your firm is making substantive changes, a rebrand helps to communicate that internally and externally.
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