Columns & Departments
Sales Speak: How to Close New Business
Attorneys are typically very good at describing their skills and recounting problems they have solved for other clients, but they struggle with asking for the business.
The Voice of the Client: Lateral Hiring and Integration
Some 96% of surveyed law firms have prioritized "acquiring laterals" as part of growth plans in the next two years. But what about integrating the client?
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Asking the Right Questions
Successful business generators tend to ask questions in particular sequence. This sounds fairly simple, but it takes consistent work and strong skills to become effective at using this approach.
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The Fallacy of Merger Math
If we were to analyze law firm mergers by plotting client satisfaction on one axis and partner satisfaction on the other, the resulting scatter diagram would reflect a surprising few combinations that were deemed satisfactory after the fact to all parties.
Financial Impropriety
When dishonest conduct is committed by others in the firm, the lawyers are still themselves ethically responsible
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Underperforming Partners
In the last couple of years, law firms across the country have struggled with the question ' what to do about underperforming partners?
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Intangible Assets
This article is the sixth installment in an ongoing series focusing on accounting and financial matters for corporate counsel.
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What the <i>Noel Canning</i> Decision Means for Employers
When deciding whether to interpret<i> Noel Canning</i> as invalidating all post-January 2012 NLRB decisions and acts, an employer should weigh the potential costs and benefits of its decision.
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Rembrandt/Not Rembrandt: Finding the Win-Win in Your Firm's Technology Leases
Many law firm decision makers in the AmLaw 100/200 and more turn to leasing equipment and technology for their firm as a competitively advantageous way of performing in the new business model landscape. Just make sure when you are reviewing your Master Lease Agreement, that you are, in fact, looking at a "Rembrandt.
VA Recognizes a New Employment-Based Tort
Recently, the Virginia Supreme Court considered the breadth of its public policy exception in light of confused and sometimes controversial history.
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