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Career Journal: When the Call Comes Image

Career Journal: When the Call Comes

Michael DeCosta

In 2008, despite some law firms feeling the brunt of the economic woes besieging the country, many are still in the hunt for marketing talent. It should come as no surprise that when you combine that temptation with the general dissatisfaction felt by most, you have so many willing to take the leap.

IS DIVERSITY A PREFERENCE OR A VALUE ADDED? Image

IS DIVERSITY A PREFERENCE OR A VALUE ADDED?

Allan Colman, the Closers Group, www.closersgroup.com

IS DIVERSITY A PREFERENCE OR A VALUE ADDED? AS someone who has operated extensively on both the buyer and seller sides of the legal profession, I'm naturally prone to preaching the "understanding your client" doctrine as the key best practice for all marketing and business development efforts. While I've taken some pains, in this publication and elsewhere,to define what "understanding your client" actually means, it is important to remind ourselves that the process of getting…

Features

On the Move Image

On the Move

ALM Staff & Law Journal Newsletters &

Who's doing what; who's going where.

Features

How to Tailor a Partner Scorecard To Your Individual Firm's Goals Image

How to Tailor a Partner Scorecard To Your Individual Firm's Goals

K. Jennie Kinnevy

Last month, we reviewed what a partner scorecard is and why keeping score is important. This month we review how to tailor a scorecard to your individual firm's goals.

Features

Law Firm Management Is Cash Management Image

Law Firm Management Is Cash Management

Phillip A. Bottari & Robin L. Mayer

Money. Every firm has it. But unfortunately, some people want to take what doesn't belong to them, and they may seek out ways to target your firm's cash. The elements of motive, opportunity and rationalization are present in nearly every scheme. Eliminating or mitigating any of these factors will make it more difficult for a fraudster to target your firm. In a tightening economy, it is more crucial than ever that you remain diligent about protecting assets. The identification, implementation and testing of internal controls over cash receipts and disbursements is a critical step, because even small dollar amounts taken over months or years can add up and entangle your firm in a costly situation.

(ALMOST) INVISIBLE MARKETING III. Image

(ALMOST) INVISIBLE MARKETING III.

Allan Colman, the Closers Group, www.closersgroup.com

(ALMOST) INVISIBLE MARKETING III. This third in a series of Invisible Marketing tactics presents two approaches which are not quite "invisible," but are often overlooked by attorneys. The first is: DURING SPEECHES, HAVE OTHER FIRM MEMBERS IN THE AUDIENCE WORKING THE CROWD. Make sure you introduce your colleagues from the podium and indicate that they and you are availble to answer questions, send featured articles, discuss opportunities, etc. You are there to do more than "educate;"…

Features

Developing a Partner Scorecard That Is Meaningful to Your Firm Image

Developing a Partner Scorecard That Is Meaningful to Your Firm

K. Jennie Kinnevy

This article is the first in a series about developing a customized scorecard for your firm's partners, specific information to include in the scorecard, tailoring it to your firm's goals, and getting partners to understand the scorecard and achieve greater success.

Features

Business Development Does Not Have to Be a Pain in the Associate Image

Business Development Does Not Have to Be a Pain in the Associate

Ari L. Kaplan

Some believe that there are a few naturally gifted rainmakers in each firm who are born with a talent for generating business. That theory is not quite accurate. There is a science to it and that science is to promote oneself without ever engaging in self-promotion. Those who appear to be naturally gifted simply internalized this idea many years ago and have built it into their daily routine.

Features

Practice Building Skills: Can I Really Learn How to Be a Rainmaker? Image

Practice Building Skills: Can I Really Learn How to Be a Rainmaker?

Chuck & Evan Polin

The authors note: "It is amazing to us how often we meet attorneys who have the self-limiting belief that they will never be successful rainmakers. We constantly hear things like, 'I didn't go to law school to sell something,' or 'the people I know who develop business can do so only because it comes naturally to them.' These are excuses that may make us feel better when we say them, but they will not ever help us move out of our comfort zones to become well-rounded professionals.

Features

Movers & Shakers Image

Movers & Shakers

ALM Staff & Law Journal Newsletters &

Who's doing what; who's going where.

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