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Features

Five Keys to Successfully Transitioning Clients Across Generations Image

Five Keys to Successfully Transitioning Clients Across Generations

Kent Zimmermann

<b><i>Strengthening Cultural Expectations Is Key</b></i><p>Client relationship succession planning is a top concern among law firm leaders. Firms of all stripes frequently develop goals in their strategic plans to facilitate more effective client relationship transitions. However, there is room for many firms to take a more formal and proactive approach to effectively transition client relationships across generations.

Features

Sales Speak: The Reason Companies Aren't Buying Is How Lawyers Are Selling Image

Sales Speak: The Reason Companies Aren't Buying Is How Lawyers Are Selling

Eric Dewey

Conventional business development methods ignore an important part of the legal services selling process: the legal services buying process.

Features

Voice of the Client: So Important, It Comes First Image

Voice of the Client: So Important, It Comes First

Catherine Alman MacDonagh

It is vital to have effective marketing and communications, but if legal and business professionals don't listen for — and hear — the Voice of the Client, we risk missing the mark in our strategy, messaging and positioning.

Features

Planning for the Crisis That Will Strike Your Law Firm Image

Planning for the Crisis That Will Strike Your Law Firm

Gina Rubel

Reputation is everything. It only takes one misstep to cause irreparable damage to a law firm and its attorneys. As we get into 2019, it is imperative for law firms to plan for the effective management of myriad incidents that may have an adverse impact on the business of law and the reputation of the firm.

Features

A New Philosophy for Managing Partners: Building Consensus Versus Managing As an Autocrat Image

A New Philosophy for Managing Partners: Building Consensus Versus Managing As an Autocrat

Joel A. Rose

An Astute Lawyer-Manager Must Achieve the Appropriate Balance of Building Consensus Among the Partners Applying management techniques to practice areas may introduce to the firm a new take on methods for enhancing profitability.

Features

Overcoming Legal Finance Misconceptions In 2019 Image

Overcoming Legal Finance Misconceptions In 2019

Ari Kaplan

As the volume of litigation continues to grow and the ability to manage it as a defendant or add to it as a plaintiff grows increasingly complex, legal costs will continue to rise in 2019 — and funding advocacy on both sides will remain a lingering challenge.

Features

Lawyers: Being Paid Shouldn't Be Like Pulling Teeth! Image

Lawyers: Being Paid Shouldn't Be Like Pulling Teeth!

Peter A. Johnson

What Lawyers Can Learn From Dentists Attorneys have historically let the client lead the payment dance. Lawyers do the work and hope/expect to be paid without waiting too long or discounting the invoice too steeply. Yet, here we are at the beginning of another year with many law firms still waiting anxiously for overdue checks to arrive. Shame on us for letting this happen. What can we do differently?

Features

Athletic Coaches and the Tax Act Image

Athletic Coaches and the Tax Act

Lawrence L. Bell

When the Tax Cut and Jobs Act became law in December of 2017 there was a question whether some of the highest salaried employees at non-profit organizations would be exempt from the $1M remuneration tax. In the majority of states, the highest salaried employees are athletic coaches.

Features

Are Cybersecurity Solutions and Consulting a New Revenue Stream for Law Firms? Image

Are Cybersecurity Solutions and Consulting a New Revenue Stream for Law Firms?

Ishan Girdhar

The Big 4 accounting firms have identified legal services as an area for growth beyond traditional financial services and consulting services.

Features

The Confounding Paradox of Marketing Investment for Struggling Law Firms Image

The Confounding Paradox of Marketing Investment for Struggling Law Firms

Bill Josten

"You have to spend money to make money." Or, so holds the well-worn cliché. For those firms struggling to find meaningful growth in today's market, where do they find the funds they need to spend in order to spur growth?

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