Features
Edward Poll
Cash cannot be realized until clients understand the benefits they have received from the lawyer's services — and agree to pay the bill. The key is to understand and convey value to the client, expressed in clear and understandable terms.
Features
Kris Satkunas
The billable hours lost each month to attrition stand to impact a firm's bottom line unless firm managers counteract this trickle with affirmative measures.
Features
John Remsen, Jr.
This is the first of two articles about current dress codes in U.S. law firms. This first article sets forth the author's opinion on the 'hot-button' topic. The second article will present reaction and commentary from managing partners and firm leaders across the country.
Features
Shannon Sankstone
In conducting research for an RFP, turnaround time, budget, and resource considerations will have to be balanced with the value of the opportunity. Before the research begins, the researcher should read the RFP and consult with key decision-makers in her firm to determine the research questions, the scope of the research process as well the format of the final product.
Features
Larry Bodine
As the author says: Don't treat a business card like a scrap of paper. Be intentional about your business development and be meticulous in your record-keeping. By the time you have 4,000 or 5,000 records in your contact list, you'll be sitting on a hilltop of gold." Here's how to do it.
Allan Colman, CEO, the Closers Group: [email protected]
DON'T DO THAT! It is amazing how out of touch some attorneys are when attending a pitch, lunch or presentation session with potential clients. Some of the comments I've heard about meetings: * "They spent most of the time talking to themselves, not us." * "What a complete lack of respect, let alone interest - one was using a Blackberry, one answered two phone calls during our meeting, and one was a potted plant." * "There were 2…
Bruce W. Marcus
Fad words, in professional services marketing, have a tendency to wear out and disappear after awhile, which seems to testify to their shallowness. They are then replaced by other fad words, which themselves ultimately wear out.
ALM Staff
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Law Journal Newsletters
We often tout customer/client service in our newsletters, particularly Marketing the Law Firm and Law Firm Partnership & Benefits Report, but in many other titles as well. Now and again I worry that we are over-pushing the concept; that maybe we should step back, because we all know that customer service is the backbone of every law firm, right? Apparently not.
Features
Alyson M. Palmer
In a rare win for a plaintiff alleging employment discrimination, the 11th U.S. Circuit Court of Appeals has held that a woman can bring a harassment claim for language not referring specifically to her.
Features
Ronald L. Seigneur
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Brenda M. Clarke
If hiring the ideal candidates to support professional practice is presenting your firm with a daunting challenge, we suggest you consider using one of the available screening programs to test potential candidates for character elements that predict success within your organization.
