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
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The Shape of Things to Come
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
Mirage or Oasis? Preparing for FY2025 Winter Pricing in the Summer Heat
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
LawVision Launches Innovative Lateral Talent Practice
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,
After 35 Years, Now What’s Next for Law Firms?
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
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
What to Talk About at Your Next Business Development Lunch
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
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
Does Legal Project Management Beat Motivation?
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
How to Choose the Target, and Then Hit It!
It’s a longstanding tradition in the legal business: Clients complain about law firms on subjects such as price, deficient client service, slow response times, and unacceptable outcomes. Meanwhile, lawyers grouse about clients’ fee-squeezing, unreasonable service expectations, extreme deadlines, and undue