» Business Development

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

10 Questions to Answer When Creating Your Law Firm Strategic Marketing Plan

May 12th, 2017
When putting together your law firm’s marketing plan as part of your business development and strategic planning efforts, don’t fall into the trap of simply doing what you did last year. Sure, that may be enough to keep the lights on for another year. But, don’t you want to achieve more for your firm? ... Read More
Categories: Business Development

Email Networking Invitations: What Should You Say?

January 27th, 2017
Have you set your New Year’s resolutions for business yet? If yes, I hope that improved networking is on your list. And if no, make 2017 the year that you finally “up” your networking game. ... Read More
Categories: Business Development

Revenue v. Profits: Don’t Forget the Bottom Line

January 23rd, 2017
This lawyer fell into the trap that all-sized firms frequently do. They mistakenly believe the holy grail finance metric to be revenue. But if you ask anyone working in corporate America what the key finance metric is, you will hear one thing only: profitability. ... Read More
Categories: Business Development
1 2 … 7 Last »
In its simplest terms, we hired Roy to help plan our future. He listened to our concerns, analyzed our inputs after pertinent questioning on his part and then did an excellent job summarizing the issues our firm must meet to make forward progress. …" Read the rest
– Owners, U.S. Virgin Islands, law firm
Read more from our clients

For More Information

Fill out our online form

Blog Index

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.
How to Approach Difficult Conversations About Succession Planning
Solos and Small Firm Owners: Don’t Delay Your Succession Planning
How to Know If & When the Time Is Right to Switch or Tweak Practice Areas
What Lawyers Can Learn From Apple When Setting Billing Rates

See our complete Blog Index.

Phone: (612) 812-4500 Toll-Free: (888) 212-8138 Fax: (612) 224-9364