Law Firm Client Relationships

  • When Being a Star Rainmaker Is Not Enough

    Why EQ Leads to Even Better Business Results 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?

    September 01, 2019Marla Grant and Yuliya LaRoe

  • Delaware Supreme Court Theater Ruling Addresses Party's Deposition Demeanor

    There are difficult depositions. Unproductive depositions. Ones where people cry or are rude or angry. And then, as the Delaware Supreme Court noted, there's Carole Shorenstein Hays. The 70-year-old Tony award-winning theater producer's behavior during her deposition prompted the Delaware Supreme Court to issue a 20-page addendum blasting her.

    August 01, 2019Jenna Greene

  • 9 Ways You Could Be Hindering New Business Efforts

    Nine ways you may be hindering your efforts to win new legal business, and a few ideas on how subtle improvements can maximize both success and overall win rates for firms and attorneys.

    August 01, 2019Mike Mellor

  • Voice of the Client: Hearing the Client Through the Noise

    At the end of the day, a lot of noise is created in the effort to hear the voice of the client. We propose that while these efficiencies and innovations in law are valuable, the clients keep asking for something different: a lawyer who deeply understands their business and their specific issue — at the time they need it.

    June 01, 2019Jennifer Simpson Carr and Amy Knapp

  • Competitive Intelligence: How Client Intelligent Is Your Firm?

    Ready, Set, Benchmark! 

    Underlying great client service is a strong understanding of the client's business and goals. There are many barriers to success when it comes to helping lawyers develop a strategic client mindset. So, how do you break down these barriers to create a Client Intelligent Law Firm?

    June 01, 2019Stacy Rowe

  • In a VUCA Environment, Empower Your CMO to Collaborate and Lead

    VUCA is an acronym we don't often hear in the legal industry. It stands for volatile, uncertain, complex and ambiguous, and was coined by the U.S. Army to describe the post-Cold War world. Buyers of legal services are more sophisticated than ever and are redefining the meaning of value, some are involving procurement professionals in the buying process.

    May 01, 2019Tammy Mangan

  • Best Ways to Expand Key Client Relationships

    Part Two of a Two-Part Article

    This two-part article defines the specific and best actions lawyers and law firms can take to expand client relationships. This second part covers what law firms as institutions can do to help the firm's departments, practice groups, teams and lawyers expand client relationships.

    May 01, 2019Julie Savarino