It’s budget season for law firms. Budgeting for marketing dollars, even in good times, can be an inexact science based on unclear assumptions.  Given global uncertainty, this year will be particularly challenging. Knowing where to shift dollars saved from canceled in-person events and travel will be delicate. Convincing firm leadership to divert those funds to other more appropriate business development strategies may be an uphill battle when the firm is hungry to reduce overhead. Additionally,…

I hope you and your loved ones continue to be well and remain healthy during this challenging time. As I referenced in an earlier blog, there has been a shift in law firms over the past few years from individual-focused business development initiatives to team-oriented programs and we expect this trend to continue. Of late, one area that has been of particular interest to firms of all sizes is the development of an industry…

This article was originally published through PinHawk’s Law Technology Digest on August 5, 2020. You are here… resolutely navigating through the second half of the year 2020, arguably, one of the most memorable eras in modern history. Clearly, there is no better time to redefine success. While the world stood still, everything changed. Yet, fortunately, there is work to be done. Somehow, in the middle of all this change, we must find a way to…

This article was originally published through PinHawk’s Legal Administrator Daily on July 7, 2020. In Part 1 on this topic, we discussed how practice groups need to rethink their strategy to meet the needs of the emerging post-pandemic market. One part of that approach is what groups must do in the short term. That includes reevaluating the purpose and priorities in the original 2020 plans with a new lens. Priorities are likely to change in…

This article was originally published through PinHawk’s Legal Administrator Daily on June 10, 2020. Nearly every practice group has a marketing plan. Many leading practice groups take it a step further and develop an entire business plan. This may include goals for client base, market position, talent acquisition, financial performance and more. In the past, it was sufficient to go through this process annually with maybe even some two-, three- and five-year goals thrown in…

This article was originally published through PinHawk’s Legal Administrator Daily on September 1, 2020. The best use of any sales coaching investment is with the individuals at the firm who are both interested in continuing to build their business development skills and who are already successful at business development. This includes rainmakers. In fact, rainmakers, with some framework and direction, may increase their book of business to even more significant levels. This is not to…

This article was first published on September 23, 2020 by law.com’s Legaltech News: https://www.law.com/legaltechnews/2020/09/23/captive-lpos-the-right-type-of-subsidiary-for-your-law-firm/  A wholly owned Captive LPO will be more closely tied to the strategy and culture of the parent law firm, but it’s not the only model that can address the goals and provide the benefits of having a law firm subsidiary. —– Law firms, in response to the more-for-less value challenge posed by buyers of legal services, are exploring different organization…