Author Archive


Well Said!

One Shift That Will Improve Business Development Results

By | May.03.18 | No Comments

Business development needn’t be complicated, difficult or distressing. However, for many lawyers, it’s all of that. Most of that can be eliminated by a single shift in perspective. Lawyers devote about 150 to 200 hours to …Continue reading »


Well Said!

More Rainmaking Advice for New Associates: Earning Partner Preference

By | Mar.27.18 | No Comments

My last post, “Advice to New Associates on Becoming a Rainmaker,” prompted a number of responses along the lines of, “Step one was helpful, but you don’t really think you can get away without giving us …Continue reading »


Well Said!

Advice to New Associates on Becoming a Rainmaker

By | Jan.29.18 | No Comments

You passed the bar and got your first job in a law firm. Congratulations. Now it’s time to start becoming a rainmaker. “Whoa,” you say. “Slow down. Become a rainmaker? I still have to become a real …Continue reading »


Well Said!

Not If, But When, Your Fortune 500 Client Goes Out of Business

By | Dec.07.17 | No Comments

Well, now, there’s a radical notion, eh? Were you inclined to reject it out of hand as mere headline click-bait? Or did it make you think about that big client from whom you get most …Continue reading »


Well Said!

Relationships 3.0: The Idea Relationship Era

By | Oct.31.17 | No Comments

Despite widespread recognition that the legal services business is undergoing the greatest change in its history, the industry still clings to a definition of relationships that doesn’t map to today’s reality. Different times and circumstances, …Continue reading »


Well Said!

Magic Business Development Pill for Lawyers

By | Sep.19.17 | No Comments

A number of years ago, a good friend shared what he considers the “magic business development pill.” It’s simple. There are only two ingredients: 1) Make your conversation all about the client (or potential client) and …Continue reading »


Well Said!

Your Client’s Billing Problem May Be a ‘Fit’ Problem

By | Jun.28.17 | No Comments

Much has been written about clients’ reactions to escalating legal costs, but what are the implications of a client challenging individual billing entries? It may not be about billing at all, but about how well …Continue reading »


Well Said!

Five Ways to Network a Barbecue and Not Get Burned

By | May.25.17 | No Comments

As the school year ends and summer approaches, social schedules ramp up with graduation parties, barbecues, golf outings, baseball games and the like. At least some of these will be hosted by your firm, clients …Continue reading »


Well Said!

Stone Soup: A Client Development Metaphor

By | Apr.19.17 | No Comments

There is an old folk story that makes a fine metaphor for client development. In the tale, hungry strangers (read: the law firm client team) facilitate the people of a town (the team’s clients) giving …Continue reading »


Well Said!

Do You Deserve Business Development Training?

By | Mar.21.17 | No Comments

Having your own clients and business has long been characterized as “critical” for lawyers in firms of any size. Now, it’s considered a matter of survival. The days of paternalistic law firms maintaining client-less lawyers …Continue reading »