Gerry Riskin

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One of my tech clients has his sales team subscribe to sales educator and coach Andy Paul. Paul identifies the following attributes as essential human sales skills: authenticity connection rapport empathy context insights and relationships Substantive knowledge and skill are the conditions we normally think of as precedent for being allowed to serve clients. Do your firm’s communications with clients also exemplify essential human sales skills? I believe that these skills lead to: Client satisfaction Client appreciation Prompt…
In a keynote address delivered to the PPLIP (Private Law Librarian and Information Professional) Summit in Washington DC in July, legal analyst Jordan Furlong – a former colleague of ours at Edge International – predicted a promising future for law librarians. Reporting on the speech in Above the Law, Robert Ambrogi said Furlong predicts that as much of the “commodity” legal work leaves law firms for cheaper delivery systems – including computer platforms and accounting…
A tip of the hat to Michael Anderson for drawing my attention to an article at futurism.com that explains how hologram doppelgangers of ourselves can make us sound a whole lot more linguistically agile than we actually are. Equally mind-boggling: the technology is available today. At a recent Microsoft Inspire partner conference, company executive Julie White gave a demonstration of how it’s possible “to not only create an incredibly life-like hologram of a person, but…
In a June 2019 article in the Harvard Business Review (HBR), Jack Zenger and Joseph Folkman remind readers that the persistently low rate of representation by women in senior corporate positions makes no sense when it comes to actual leadership abilities and perceived competency. In fact, research conducted by Zenger and Folkman indicates that women consistently score higher than men on most measures of leadership competency and effectiveness. Zenger and Folkman have twice analyzed…
The Artificial Lawyer reports that a significant number of institutes of higher learning around the world have responded to a demand for opportunities to study legal technology by creating relevant undergraduate and graduate-level programs. Among the colleges and universities that are now offering such courses are The University of Law and BPP University Law School in the U.K., Suffolk University and Vanderbilt Law School in the U.S., several universities in Europe and one (so far) in Australia.…
Watch this episode of Daniel Pink’s Pinkcast, featuring Steven G. Rogelberg, winner of the 2017 Humboldt Research Award and author of The Surprising Science of Meetings: How to Take Your Team to Peak Performance. The video will take less than three minutes of your life, and can improve endless numbers of minutes and even hours in the lives of you and your colleagues. As always, I invite you to contact me with your…
It is great to see another news item on The American Lawyer website that puts a spotlight on the mental health and wellness of those employed in law firms. In this case, the focus is on how Paul Hastings LLP – like several other major firms recently – has upped its game a notch in the area of parental leave. Dan Packel’s article reports that the international law firm – based in Los Angeles and…
I extend my sincere congratulations to Brandi Hobbs, Director of Client Service & Strategy at Poyner Spruill, who in early June was named Sales & Service Executive of the Year in the small firm category by the Legal Sales and Service Organization (LSSO). The LSSO’s Sales & Service Awards “salute the efforts and results from individuals/teams who have helped their firm drive revenue.” Specifically, the Executive of the Year Award recognizes “a leader who…
In what can be described as an incidence of the criminalization of analytics – possibly the first on the planet – the Government of France has banned the reporting of statistical analysis of the decisions of individual judges. The maximum penalty for contravention of the new law is five years behind bars. The Artificial Lawyer notes that “owners of legal tech companies focused on litigation analytics are the most likely to suffer from this new…
An article in the ABA Journal reports that the New Mexico Supreme Court is considering licensing legal technicians to provide civil legal services. Los Alamos lawyer George Chandler, a member of the New Mexico Commission on Access to Justice, said, “Justice should be accessible to everybody, and lawyers are priced out of reach of as much as 80% of the population[…]. I want to improve access to justice for people who don’t qualify for legal…