After 20 years in partner recruiting, I have learned from hundreds of recruiters and thousands of candidates what motivates partners to change firms.
And it might surprise you to learn that money is usually far down – or often not even on – the list.
The vast majority of partners are highly successful, busy and
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Mastering the Art of Client Communication on Law Firm Pricing
By Mark Medice
A recent article on Law.com, Partners Confront ‘Deeply Uncomfortable’ Client Communications on Soaring Billing Rates, highlighted a growing trend in the legal industry: many firms are shifting away from personal communications about rate increases, relying instead on engagement letters or e-billing platforms. As I mentioned in my interview for this article, this impersonal approach…
The Shape of Things to Come
By Steven Bell
Sales is now an established function at law firms, continuing to gain ground as more and more client-facing professionals come on board to help firms grow faster and smarter, acquire new clients, and build deeper relationships with existing ones.
As sales matures at law firms, it’s time for this nascent category to learn from peer…
Mirage or Oasis? Preparing for FY2025 Winter Pricing in the Summer Heat
By Mark Medice
Introduction
As summer peaks with days hitting a sweltering 100 degrees, it might be challenging to think about the heart of the fiscal 2025 winter season. Our strategic pricing calendar reminds us that this time of year presents an excellent opportunity for reflection and forward-thinking planning. And now is the moment to prepare for the…
LawVision Launches Innovative Lateral Talent Practice
By LawVision
LawVision has expanded its sought-after legal industry expertise with the addition of a pioneering service that dramatically increases a law firm’s success rate related to lateral attorney acquisition, integration, and retention.
Led by veteran attorney search expert Laurie Caplane, the Lateral Talent Practice offers independent, vetted counsel and practical implementation guidance to help law…
After 35 Years, Now What’s Next for Law Firms?
By LawVision
By Co-Founding Principals Susan Raridon Lambreth and Joseph Altonji
Co-author Susan Raridon Lambreth wrote an article for the American Bar Association Journal (ABA Journal) in 1989 about the future of law firms over the next 50 years. At the time, many other state bar publications published versions of the article as well. So, interestingly, because…
10 Years Later: It’s Still Minders Over Matters
What difference does a decade make?
In the legal industry, which has often been voted ‘Most Resistant to Change,’ a lot and not much all at once.
Ten years ago – almost to the day – I wrote a blog titled Law Firm Client Retention and Growth: We Are All Minders! It pointed out an…
What to Talk About at Your Next Business Development Lunch
By Jim Cranston
Navigating a business development lunch, especially with a pivotal figure like a new General Counsel (GC), can be a blend of excitement and apprehension. Recently, a client reached out to me, seeking guidance for an upcoming meeting with a former colleague who was the newly appointed GC of a significant potential client. Her anxiety was…
Law Firm Sales: Double Black Diamond Business Development Coaching for Revenue Success
Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’ Double black diamond trails have fewer skiers and therefore provide opportunities to glide over great terrain, nearly free from obstacles (in this scenario: ‘better suited for the bunny slopes’ beginners). But even…
Does Legal Project Management Beat Motivation?
By Carla Landry
Lots of people think that if you can just tap into the magical fountain of motivation – either for themselves or their employees – life would be a lot simpler. That may be true, but perhaps we give motivation a little too much credit.
After all, motivation isn’t exactly sustainable. In the short term, it’s…