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In an era dominated by digital communication, the simple thank you note often feels like a relic from the past. Yet, in the legal profession — a field built on relationships, trust, and reputation — the handwritten or carefully crafted thank you remains one of the most powerful gestures of professionalism. Whether addressed to a client, a mentor, a colleague, or even opposing counsel, the art of writing a thoughtful thank you note can strengthen connections and elevate your professional presence.
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The firms that succeed in business development don’t just rely on a handful of rainmakers. Instead, they build systems, mindsets, and cultures that support relationship-driven growth at scale. To illustrate what this looks like in action, I sat down with three professionals who live and breathe it every day.
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In the practice of law, technical expertise is expected; what often distinguishes an attorney in the eyes of clients and colleagues is professional presence. Etiquette — the way we conduct ourselves in daily interactions — can be a decisive factor in building trust, strengthening client relationships, and representing the firm with distinction.
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For more than a decade, Google was the default gateway to inbound leads. Law firms built content strategies around page-one rankings, and legal technology companies poured budget into paid search ads because visibility at the top of the results meant visibility in the pipeline. But that era is ending.
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You might have a client who has won a large judgment in court. After settling up with your firm, they have a large sum of money. Logically, they should preserve the money or put it to work providing an income for the future. How involved should you be? How involved do you want to be?
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When first practicing law, most lawyers think they need to sound like a lawyer. Not just any lawyer, but the kind of lawyer who uses words like "heretofore" and "whereas" in casual conversation. But somewhere between their first set of discovery requests and their hundredth client meeting, good lawyers often reach the same conclusion: no one actually likes talking to a lawyer who sounds like a lawyer.
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The demand for client-facing hospitality experiences has intensified. Law firms are incorporating more client-centric services, such as personalized spaces for client meetings, high-end catering, and concierge-style offerings during in-person visits.
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For years, customer relationship management (CRM) in law firms has often been viewed as a glorified Rolodex — a necessary but often underutilized system primarily seen as a data repository. However, as firms seek to drive business development, client engagement and revenue growth, CRM needs to evolve into a strategic growth platform.
Features
For years, customer relationship management (CRM) in law firms has often been viewed as a glorified Rolodex — a necessary but often underutilized system primarily seen as a data repository. However, as firms seek to drive business development, client engagement and revenue growth, CRM needs to evolve into a strategic growth platform.
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Sooner or later, everyone needs a lawyer. It has been said the average American knows 600 people. You might have done a good job at raising awareness among your friends about how your can help them. Your partner likely knows 600 people too. There is overlap, but plenty of new names. Can they spot a business opportunity and tell your story?