LawVision Blog

“One of the blessings of COVID,” said the head of Business Development at a South Africa law firm, “is that it disrupted and improved the way we communicate.”  Although the words “blessings of COVID” are a bit jarring, she’s onto something.  Few industries are more in need of disruption than law, and within the legal arena, few disciplines could use freshening more than sales and marketing. This was re-revealed as three of us at LawVIsion,…
This post first appeared October 26, 2020 on PinHawk’s Legal Administrator Daily. People crave normalcy right now. Yet, here you come with a new initiative. But despite everything, this may be the perfect opportunity for your firm to take a different approach. If you have a strong sense of purpose and a solid plan, they may overlook the fact that your initiative comes with a healthy dose of change. Indeed, the evolving competitive landscape…
We appear poised to enter a period of more rapid consolidation in the legal profession, and as always the primary moderating factor will likely be the cautiousness or outright resistance of many smaller to midsize[1] firms to consider combining with any firm larger than themselves.  The refrain of “we don’t want to be acquired” rings loudly in Executive Committee meeting rooms.  However, by its nature, this is an emotional reaction, not a strategic one,…
“It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually…
This post originally appeared August 17, 2020 in PinHawk’s Legal Administrator Daily. By Silvia L. Coulter and Steven M. Bell Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to consider for enhancing the firm’s client team strategy. To Do or Not To Do Regardless of firm size,…
This post originally appeared November 24, 2020 on PinHawk’s Legal Administrator Daily.  Many business professionals seek the role of leader. As we know, there are many more not-so-good leaders than there are good leaders. What makes the difference? Think about the leaders in your life. Which characteristics defined a good leader, and which characteristics defined a bad leader? Looking back on all or part of one’s career and the leaders experienced along the way…
This post originally appeared October 6, 2020 on PinHawk’s Law Firm Marketing Brief. A question for firm leaders: If there were a way to quickly establish relationships with buyers at companies desired as clients, expand work at existing clients, collapse the sales cycle, increase top-line revenue, take some of the pressure off of talented rainmaking lawyers, and add business professionalism at the firm, would you consider making an investment? Over the last 20 years,…
This post originally appeared September 14, 2020 in PinHawk’s Law Firm Marketing Brief. No matter which time of year you choose to conduct a client meeting, it will be welcomed by clients.  And, it helps energize members of the firm when they have good meetings with clients.  These obviously are not meetings for which you charge a fee, but rather meetings which focus on the relationship with the client or contact.  Whether it’s the…
This post originally appeared December 14, 2020 in Legal Administrator Daily. Everything is a process, even, as the pandemic reminds us, hand hygiene. [ALSPs and Hygiene] We use a myriad of processes in our work, some good, some not so good. The best processes are efficient, predictable, even lucrative. The worst? They create problems for clients and drain the coffers of law firms. So when ALSPs spotted the opportunity to do processes…
This post originally appeared November 17, 2020 in PinHawk’s Legal Administrator Daily. Law firms no longer have a choice. They used to. When markets were stable, and profits were rising across the industry, it was challenging to make a compelling case for change. Never mind that many that did are in enviable positions right now. In the current destabilized economy, the need for process reform is more urgent than ever. Yet, even amid the…