You Will Have It in the Morning
I am often asked to submit a proposal which will describe how my team and I might approach a problem and what our services might cost. The person requesting the proposal often intends to share it with others inside their firm. The question is, when should the proposal arrive on their desk (metaphorically speaking)? In […]
Trade Associations, Conferences, and Events: Creating Warmth and “Reach” Out of Thin Air
“Oh, how I hate cocktail receptions . . .” “If my practice group leader berates me about attending more trade association events I think I’m going to scream . . .” “Ever since my first day of kindergarten, there are few things in life I hate more than walking into a large room of people […]
Charisma: The Quintessential Leadership Skill
Charisma separates great leaders from good ones.
Know Your Buyer, Know Client’s Internal Clients
At the risk of expressing pablum, KNOW YOUR BUYERS! More importantly, KNOW THE INTERNAL CLIENTS OF YOUR BUYERS! I was reminded of these insipid (yet important!) refrains during work with a client. My law firm client had three seemingly unrelated practices that all served the needs of the same particular buyer of legal services inside […]
Five Things Lawyers Hate to Hear Clients Say
In situations involving you and your client, the adversarial system is your worst enemy. The only win is a long-term client relationship that is sustainable, and a short-term victory gained by your legal swordsmanship almost guarantees a failure on that score. Although certain things clients say are sure to get your dander up, I respectfully […]
Closing Strategies: When Prospects Are Ready to Buy
“I’ve spent 18 months cultivating a relationship with an in-house litigation manager who says all of the right things but we have yet to get a lick of work. I don’t know whether to pull the plug on my efforts or keep buying him lunch . . . .” After spending many years working with […]
Client CLE Courses: Risk or Reward?
A common marketing tool to increase work from existing clients is the offer of a free continuing legal education (CLE) or “new developments” course. These are now often done by webinar, although the in-person version still has distinct advantages. If your firm conducts either version of these courses, have you considered the risks of doing […]
Dynamic CLE Panel Sessions
(Presented at the Professional Development Institute, Washington, DC December, 2012)The continuing legal education (CLE) program item in your hand looks promising: “Panel Discussion of Current Issues in Mergers and Acquisitions Practice.” You attend the 90-minute session. One moderator and three panelists appear. The moderator introduces each in turn. Each delivers a 25 to 30-minute lecture, […]
Client Seminars: How to Engage your Guests
There are three distinct groups of guests coming to your next seminar: Learners, Vacationers and Hostages. How can you distinguish each group? More importantly, how can you engage them? Learners This is the group that you wanted to come to your seminar. In fact you may have planned your seminar specifically for them. Of the […]
Lifelines for Partners with Dying Practices
Most all attorneys at one point or another in their careers come to view their particular practice area to be out of favor. Industry sectors to which their practices are attached are in recession, corporate law departments lose their zeal for pursuing litigation, capital markets – both debt and equity – lose their interest in […]