Sizing Up the Am Law 100
June 29, 2007
They may lament that they are the poor cousins of hedge fund managers and private equity stakeholders, but law firm partners are hardly suffering.
Milking a Cash Cow
June 29, 2007
With all of the reporting capabilities of sophisticated time and billing systems, it is easy to lose sight of the most basic rule of law firm economics: Cash in must exceed cash out. To that end, one of the most valuable assets any business can have is a cash cow. Yet, we find that many law firms never benefit from practices that could be cash cows because they just don't seem to understand the concept. I know, it sounds pretty simple ' bleed as much revenue as you can out of practice areas in which your firm has a dominant position. But, somehow, we keep screwing it up.
Strategic Talent Acquisition: How to Be More Competitive in Recruiting Top Talent
June 29, 2007
It is a well-reported fact within the legal industry that law school enrollments have flattened in recent years, with total J.D. enrollments showing little or no growth since 2004. This trend, in combination with the significant and ongoing growth in the size of law firms, translates into an intensely competitive market for top law school talent. With only a few exceptions, firms throughout the industry are struggling to secure as many of the best candidates as they need and want. The widening gap between law firms' investments in campus recruiting and the resulting payoff in terms of candidate acceptances is driving law firms to take a harder look at their approach and strategy in law school recruiting. And the smartest of these firms are asking the hardest of questions: What is the best way to approach law school recruiting?
Practice Building Skills: Building the Ideal Business Development Plan
June 29, 2007
Many attorneys ask us, 'What is the ideal prospecting plan for attorneys? Can't my associates and younger partners just follow our top rainmakers for a few days and then just do what they do?' These are two of the initial questions that we hear when we begin working with law firms. Many attorneys assume that there is an easy magic formula for developing new clients, and if they can just get their hands on this secret formula their business development problems will be solved forever. Unfortunately, our experience tells us that a 'one-size-fits-all' magic formula for success does not exist.
Mid-Market Firms Get Wise to Marketing
June 29, 2007
Welcome to the new era of law firm marketing. It's been a long time coming. The profession didn't even allow formal advertising until the mid-1970s, and now the prospect of selling seems a bit distasteful to some law firm partners. But lately there are signs that some law firms are starting to truly understand the value of marketing and are empowering their CMOs.
Corner Office: Uses and Abuses of the Two-Tier Partnership
June 29, 2007
By the late 1990s, many law firms adopted a practice that significantly changed the original partnership paradigm. They created a new position, called nonequity, income, or contract partner, into which associates who were not admitted as equity partners could be placed. In effect, they created a two-tier partnership. This permitted them to retain associates longer, with the prospect that equity partnership might still be in their futures. But it was seldom made clear just how far into their futures.
Three Skills a Lawyer Needs to Succeed
June 29, 2007
The top three competencies or strategies a lawyer needs to succeed today are the abilities to generate new business, to learn the business of his or her clients, and to do top-notch networking. This article offers helpful hints on how to achieve them.
Best Practices, Productivity Tools Are Key to Higher Patent Returns
June 28, 2007
Today's innovation and brand-driven companies are well aware of the importance of intellectual assets ('IAs'). Few CEOs would deny the fact that a significant portion of their company's value is derived from intellectual property, especially patents. However, IAs represent a challenge for many corporate managers seeking to realize value in a world historically tied to 'hard asset' financial measures. Not only do most operating managers lack experience in systematic management of intellectual assets, but also they lack the necessary tools — such as agreed-upon accounting methods and standardized financial reporting for such assets. Not to mention the fact that most companies also lack even the most basic information systems needed to manage how intellectual assets are created, managed, and exploited.
