Sustainable Business Development Success
March 24, 2011
The notion of client teams has been around for two decades. Now we are becoming more intentional about the diversity of teams for both business development and service delivery.
Practice Tip: Flawed CPSC Product Hazard Database
March 18, 2011
The new CPSC database "may unnecessarily alarm both consumers ... and manufacturers, whose reputations will be tarnished by rumors, unfounded allegations, and outright fabrications."
Food-Related Liability
March 18, 2011
This article examines recent notable lawsuits involving packaged and restaurant food items.
HOW LONG SHOULD IT COOK?
March 07, 2011
There's an old saw, in the public relations business, about what you say to a new client for whom you haven't delivered what he or she expected in the first month of the contract. 'It's in the pipeline,' we used to say. It meant that we'd spent that first month understanding the firm and its story, developing the press material, planning the strategy and making presentations to the media. The groundwork. And in the second month, presumably, it would all come to fruition.
LEGAL SALES TRAINING
March 03, 2011
LEGAL SALES TRAINING - Last year's Closers Group survey of law firm attorneys and marketing professionals found that "closing skills" was most often cited as missing from attorney sales training. If you are going to "get 'em out there," closing must be taught and practiced. Throughout the business development continuum, law firms often find a key component missing -- the lawyers themselves, whose expertise ought to be (but isn't always) driving the sales process. In the…
Think Big Picture for Firm Pitches
February 28, 2011
At a time of great debate on traditional versus social media and the best means of contacting prospective clients, it is worth examining the essentials of successfully pitching a reporter on your law firm's news.
The Five Biggest Mistakes of Law Firm Leadership
February 28, 2011
Over the years, the author has observed many common mistakes that law firm management makes, and he now identifies the five most common ones so that they may be recognized and avoided.
Law Firms' Top Three Factors for Operational Success
February 28, 2011
Partners want to work for a firm that runs its operations well and gives them the best opportunity to be well compensated. There are many specific traits that can be debated, but there are three inherent operational difference makers that every law firm can control: business development, pricing controls, and controlling overhead costs.
