Lateral Partner Integration: Beyond the Book of Business
The most-discussed and most-measured aspect of moving a lateral partner to your firm is that lawyer’s book of business. It dominates the recruitment discussion, the initial client transitions and the financial measures in the first 6-18 months. Can we get from the promises of the recruiting phase to the reality of a “better than average […]
Partner Roles and Responsibilities
This posting sets out to introduce some suggested methodologies for a firm to follow in order first to clarify what the firm expects of its partners and then to define what roles and responsibilities it needs them to perform. Partners equally need to be clear how they are to discharge their various roles as owners, […]
Finding Tall Guys to Play on Your Team: Five Important Reasons Why Lateral Recruiting Strategies Fail
Lateral hiring is a popular law firm growth strategy—but it’s also one of the most mishandled. This article explores why so many lateral hires fail and how firms can avoid common mistakes to turn lateral moves into profitable, strategic wins.
The New Litigation Practice in America
Litigation may now dominate headcount at many U.S. law firms, but is there enough work to go around? As transactional practices shrink and case volumes stagnate, firms must rethink how they manage and sustain a profitable litigation-heavy future.
True Practice Management
Not all practice areas drive equal value. This article explores how Feeder, Free Standing, and Dependent practices shape a law firm’s strategy—and why balancing them is key to long-term growth and profitability.
Avoiding the Nuclear Option: Retooling Underproductive Partners
Firing underproductive partners isn’t always the answer. This article explores how law firms can retool attorneys into new practice areas—boosting morale, retaining talent, and turning potential losses into long-term gains.
Managing to the Highest Common Denominator
Not all clients are created equal—and the most successful firms aren’t afraid to admit it. By identifying your true “key clients” and treating them like the VIPs they are, you can protect your most valuable relationships and strengthen long-term profitability. From service teams to billing transparency, preferential pricing, and management attention, a smart key client program can transform loyalty into a lasting competitive edge.
Nibbling Around the Edges
Too many law firms ‘nibble around the edges’ of strategy to avoid risk. This article reveals how the true winners play to win—by doubling down on strengths, building market dominance, and exploiting competitors’ weaknesses.