LawVision

This article was first published April 27, 2021 in PinHawk’s Legal Administrator Daily. In the Am Law 200 law firm world, client teams are one of the drivers for retaining and expanding existing client work. As someone who has worked on a variety of client teams, I have experienced those that work extremely well and those that inevitably collapse under their weight. A lot of this has to do with leadership, of course, but an…
A few weeks ago, I addressed “What’s Next for the Legal World?” in a post focused on critical challenges facing law firms.   In it, I argued that “profitability management as a survival skill” is now a feature of the industry, and made the key point that institutional profitability management skills will be critical as a survival mechanism for law firms everywhere.  In this post, I want to focus on why.  After all, the legal press…
This article was first published April 20, 2021 in PinHawk’s Legal Administrator Daily. A good friend of mine who’s founded and served as an executive to several successful companies recently approached me with a complaint about his primary law firm, a top firm on the West Coast. This law firm just raised hourly rates on him 10-20% across the board, he told me. Now, for instance, he’s paying $400-500 per hour for paralegals whose…
Building business is about building relationships. Every lawyer knows business development is an important part of being a member of the firm. And most understand relationships matter. But what to do and what to say is often the challenge many face with turning contacts into revenue opportunities. Let’s dissect a few of these opportunities. Below we present some tried and true scripts lawyers may use for approaching contacts. 1. For clients with whom you have…
The classic business book “Who Moved My Cheese” illustrates through the adventures of four mice what can happen if we do not adjust to change. In the book, the mice are in a maze and the usual place for finding their cheese has been moved. Two mice stay to wait for the cheese to come back to where it was before, while another two go out to find the new place for the cheese. As…
This article was first published March 15, 2021 in PinHawk’s Legal Administrator Daily. New and seasoned practice group leaders will be wise to expand client relationships and increase firm revenues by leveraging the potential of the lawyers they lead. The role of practice group leaders is changing. More than ever, retention and growth of existing clients and new business development are vital to any firm’s stability and growth. As firms place more business development demands…
This article was first published March 30, 2021 in PinHawk’s Legal Administrator Daily.  They are looming, bolder than ever, ready to either take your lunch money or swap your cupcake for a tuna sandwich. ALSPs have a seat at the table, and they’re not going away. According to the 2021 study by the Thomson Reuters Institute, nearly 80 percent of firms and 71 percent of law departments have used ALSPs at one time or another.…
The LPM community is growing. It’s what I expected years even prior to my interview with Bill Josten of Thomson Reuters in 2018. The article, entitled “Legal Project Management — What Is It and Why Should You Care?” has consistently been on the top 10 most read blogs of Thomson Reuters’ Legal Executive Institute. Nearly two and a half years later, Bill’s article is still there. Many US law firms have been implementing LPM…
This was first published March 23, 2021 in PinHawk’s Legal Administrator Daily. Not much happens without a plan. It’s how the most effective practice groups operate. The purpose is threefold. The plan helps: Create group cohesion, Establish metrics and goals to measure group performance and determine compensation, Identify trends and opportunities to leverage, and Inform decisions regarding firm strategy and resource allocations. Most practice groups have a plan, if for no other reason than that…
Through the heroic efforts of many people in the medical and pharmaceutical worlds, the United States and other countries are on the brink of emerging from the long Covid nightmare.  With it, the legal industry is waking up to a very different world than anyone might have expected.   At the onset of the pandemic, as the world was just beginning a tragic year of lockdowns, quarantines and fear, the top of the agenda for Managing…