Articles

Failure to communicate is still #1 offense

Mark Dubois, chief disciplinary counsel for Connecticut state judicial branch, said “The business of law is as important as the practice of law.” (more…)

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Charging a client for telling him what he owes you

What is (more…)

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E-Mail slides to the depths

When the Bar requires that all your emails contain a provision that emails may be dangerous to your health, technology may leave a lot to be desired. According to one Missouri lawyer, the MO Bar requires the following on all their emails: (more…)

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Management is the key to success!

Check out Adam Smith.

Citing a McKinsey report, management of a law firm will determine its success. Management is not irrelevant.

See our new Special Report, Business Competencies for Lawyers in The Business of Law��….

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Management challenges of a different kind

Managing Partner’s Indictment Raises Guilt-by-Association Questions for Law Firm

Ed was quoted in this article … (more…)

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Preventive law — Serve better and more!

Patrick J. Lamb, in his new blog, says:

“There is a difference between hearing what the law firm can do to improve the work it is currently doing and whether there is more work to handle. I’ve done north of twenty client service interviews. I know clients are savvy enough to distinguish between a discussion about how you can serve them better and how you can serve them more.”

I agree that the client will know, by the “smell test,” whether you are seeking to serve him better or serve him more! (more…)

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Come back to fight another day …

Dr. Tony Alessandra, in his current Dr. T’s Tips, talks about resiliency. This strikes home and merits repeating.

Resilience means knowing how to cope in spite of setbacks, or barriers, or limited resources. Resilience is a measure of how much you want something and how much you are willing, and able, to overcome obstacles to get it. It has to do with your emotional strength. For instance, how many cold calls can you make in a row that all turn out to be “no thank you?” (more…)

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Law firm marketing vs. Sales

Adam Smith writes the following question:

“Most businesses know their leading indicators of sales. For example, if the company increases the number of sales calls in January, there will be more sales in April.

“Has anyone analyzed empirically what the leading indicators of sales are for AmLaw 200 law firms? Do the indicators include ads in the trade press? Fancy dinners with potential clients? Rounds of golf with potential clients? Publishing articles in legal or trade journals? Giving speeches? Winning jury trials? Closing big deals?

“It strikes me that law firms have very little idea of what business development activities they really want to encourage among their lawyers and so take a scattershot approach to the effort.

“Has anyone thought intelligently about this?” (more…)

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