» Business Development

Strategic Planning in Times of Crises: You’re Doing It Wrong, but Does It Matter?

April 9th, 2019
Most definitions of strategic planning focus on the idea that an organization needs to step back to look forward so it can determine its future goals for success. According to one definition, strategic planning involves “envisioning a desired future and translating this vision into broadly defined goals or objectives and a sequence of steps to achieve them.” Another definition is “the development of an organization's purpose and goals, beyond the immediate future, and actions to achieve those goals.” ... Read More
Categories: Business Development, Practice Management

Superb Client Experience: The Simplest Details Count the Most

March 11th, 2019
How many times have you been at a restaurant and forgot to bring your pair of reading glasses? If you’re like me, more times than you can remember. And when you ask if there are any extra pairs around, few restaurants have any. But for those that do, what a difference that pair can make at the end of a meal, capping off the whole experience on a high note. ... Read More
Categories: Business Development, Practice Management

Never Forget the Value of Your Firm’s Staff

January 4th, 2019
A sole owner of a small law firm recently hired me to create a strategic plan and a succession plan. During our initial conversations, I asked questions to discern more about the firm and its culture. The owner went out of his way to tell me that he values and respects everyone, including staff—not just the lawyers. I responded, “That’s great!” ... Read More
Categories: Business Development, Practice Management

Debunking the Biggest Rainmaking Myth

November 5th, 2018
“I can never be successful at rainmaking because I’m an introvert.” Does this sound like you? I have one word in response to this common refrain from lawyers: Bulls***. Quite frankly, this is a myth that provides an easy excuse to avoid doing what all attorneys know they need to do: get out of the office to create and develop relationships with potential client and referral sources. So, simply put, you can be successful at rainmaking even if you’re an introvert. Here’s how. ... Read More
Categories: Business Development, Practice Management

Be a Joiner: Networking for Success as a Lawyer

September 6th, 2018
Like most attorney business development coaches, I’m a big fan of one-on-one networking. It’s in this setting that you’ll have the best opportunity to develop a genuine relationship—one that will hopefully lead to new business. ... Read More
Categories: Business Development, Legal Careers, Practice Management

Should a Solo Join a Bigger Law Firm? Is Bigger Better?

March 30th, 2018
It’s common for the successful solo practitioner to have bigger law firms approach them for recruiting the practitioner and joining forces. It’s also common for those practitioners to seriously consider the offer, often thinking the grass may be greener. But what makes these offers so tempting? There are many reasons, some of which are sensible, but most of which are not. ... Read More
Categories: Business Development

How to Know If & When the Time Is Right to Switch or Tweak Practice Areas

November 29th, 2017
After several years (or perhaps decades!) of practicing in a specific area, it’s no wonder you are considering change. What is prompting your desire for change, though? Boredom? Market changes? A desire to get out completely? Or an internal drive to simply spice things up a bit? ... Read More
Categories: Business Development, Practice Management

What Lawyers Can Learn From Apple When Setting Billing Rates

October 30th, 2017
Last month, Apple unveiled its new iPhone X to much fanfare. Perhaps what created the most fanfare was its price. It starts at $999; hundreds more than the older iPhone 7 and the brand-new iPhone 8. ... Read More
Categories: Business Development, Practice Management

How to Retain Clients When a Lawyer Retires: Plan for the Skill Gap

August 4th, 2017
A critical component of a law firm’s succession plan is to figure out how to retain the firm’s best clients when senior lawyers retire. Most law firms quickly jump to determine who in the firm is either ready to step up or ready to undertake proper mentoring and training to step up in the future. Before making this determination, however, it is important to ask several questions. ... Read More
Categories: Business Development, Retirement/Succession

The ‘Keep It Simple, Stupid’ Marketing Plan

July 17th, 2017
If you’ve searched the web for marketing plans, you’ve likely noticed that most so-called legal marketing experts recommend putting together a formal marketing plan. I suppose I fall into that camp — having a marketing plan is a necessity. But I am a contrarian in one key respect. ... Read More
Categories: Business Development, Practice Management
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Our firm is glad we went through the strategic and succession planning process with Roy and have implemented many of his suggestions. Not surprisingly, some, though not all, of Roy’s ideas were things that I, as the firm’s leader, had wan…" Read the rest
– Managing partner, small central NE law firm
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Blog Index

Strategic Planning in Times of Crises: You’re Doing It Wrong, but Does It Matter?
Superb Client Experience: The Simplest Details Count the Most
How Do You Value a Firm When Selling to an Insider?
Never Forget the Value of Your Firm’s Staff
Fearing Retirement? Don’t Worry, Be Happy!
Debunking the Biggest Rainmaking Myth
What Happens to Your Website if You Sell Your Practice?
Be a Joiner: Networking for Success as a Lawyer
Failing Health Causes Failed Succession
Should My Associate Be My Successor?
Ethical Billing Practices to Keep Your Clients Happy
Compensating Retiring Lawyers for Client Transition Efforts
Closing versus Selling a Law Practice: Why Not Get Money for Your Efforts?
Should a Solo Join a Bigger Law Firm? Is Bigger Better?
So, You Want to Be a Managing Partner? Make Sure You Embody These Qualities First.

See our complete Blog Index.

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