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Starting off on the right foot with new clients sets the tone for the entire relationship going forward. Attorneys need their clients to see them as a trusted advisor and partner in their legal solutions. It is the lawyer’s responsibility to educate the client and provide information about the legal process, the matter/case, and the firm’s procedures. Clients see the attorney as the expert leading them through a process that can be overwhelming at times. If the lawyer takes time at the beginning of the relationship to establish expectations, then future conflicts can be avoided or resolved more quickly.
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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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