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All Posts By

Deborah Farone

Sep 17
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Your Client’s Perspective

By Bylined Pieces
Want to build a stronger practice? Start by seeing the world through your client’s eyes. Too many meetings with clients (particularly new business pitches) still focus on what we do — our practice areas, recent wins, or firm accolades — instead of what clients need right now. A recent EY study found that 75% of legal departments say their top digitization priority is developing or…
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Sep 17
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Why Do We Push Ourselves?

By Bylined Pieces
Why do I push myself so much? In the middle of writing a book, handling client work, and resisting the urge to run outside and play in my vegetable garden… I said yes to moderating a program sponsored by two of my favorite associations the International Bar Association and the Legal Marketing Association. The topic is one close to my heart.…
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Sep 16
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Why We Need to Constantly Build Our Networks

By Insights
Why should we build a strong network — even when we're not in a “looking for business" mode? Too often, we think about networking only in the context of business development of job hunting. But building a strong, diverse network brings so many other benefits: It helps you do your job better. Talking with industry peers keeps you informed about…
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Sep 15
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How to Create a Business Development Culture

By Insights
Most law firm leaders ask: “How do we develop the next generation of rainmakers and create a BD culture?” Maybe the better first question is: “What do our lawyers actually need to get there?” Here are 10 practical steps to build a real business development culture, one that empowers your lawyers and sustains firm growth: Go on a listening tour…
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Sep 14
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Lawyers Entering Law Firm Land

By Insights
I hear a lot about lawyers venturing into law firm land later in their careers. So, if you were just named partner after a stellar career in government or an in-house department, congratulations—and welcome to a new chapter. Now comes the part they didn’t teach in law school (or the public sector): business development. It may feel unfamiliar, and not…
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Sep 14
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Before My Very First Job…

By Insights
Before my very first job as a new business coordinator at Ketchum Communications, my mother took me shopping for what she called a “serious suit.” It was blue and white seersucker with a fitted blazer, a matching skirt, and a selection of small rosette ties to switch things up. I remember that outfit vividly—not just because it felt so grown-up,…
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Sep 14
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Making The “Ask” For Business

By Insights
Why is it so hard to make that “ask” for business — even when you know you can truly help someone? In doing research and meeting with various lawyers and their firms, I’ve learned that both men and women — even the most highly qualified professionals — often feel uncomfortable when it comes to making the ask. Even if they…
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Sep 14
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The Biggest Business Development Mistake New Partners Make

By Insights
You just made partner. Congratulations! You’ve worked hard, built trust, and delivered great results. But here’s the challenge I’ve seen time and again: New partners often wait. They wait to be pulled into new matters. Wait for someone to assign them clients. Wait to be told how business development “should” work. But here’s the truth: No one is going to…
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Sep 12
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Finding Your Niche

By Insights
I find myself in conference rooms drawing a lot of circles. When I work with law firm leaders and professionals, I use several exercises to help them identify their niche. The Venn diagram exercise is just one—and it’s a simple but powerful way to visualize where you can thrive. I’ve used it for both individual professionals, practice groups and law…
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