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Culture Shift
If you were to eavesdrop on an Executive Committee meeting in a typical law firm, you very well could hear some version of the following conversation: “We have excellent lawyers, but the market for our services is not what it used to be. We've cut all we can from our overhead. How can we get our lawyers focused on developing more business?“
One of the greatest challenges facing firm leaders is guiding lawyers to change their behaviors in ways that will maximize personal and firm-wide business development potential. Facilitating such a culture shift requires a level of institutional effort, coordination and relentless follow-through rarely found inside today's firms.
Anyone who has tried to change a culture knows it is a monumental task. Impassioned speeches by firm leaders about increasing cross-selling, delivering better client service, finding more profitable clients and generating higher originations are never enough. True culture change requires a new breed of leaders who can encourage collaborative planning, change behaviors, revise systems, enhance skills, increase teamwork, implement supportive technology, align incentives, inspire colleagues and tirelessly drive implementation to get the right people moving in the right directions.
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