Have you ever struggled to find the right words to ask for something important—like asking someone out on a date or asking a client for new business? You’re not alone. Many lawyers I’ve worked with over the years face the same challenge (on the new business quest ; I don’t delve into their dating history.) They might have a fantastic…
Years ago, someone said to me that in the world of business, there were generally only five people you needed to know in order to create a successful business. That number five always struck me as odd. This weekend, I listened to a podcast interview with Ryan Serhant, the real estate wunderkind from shows like Million Dollar Listing New York….
I admit it. I love great service. Whether it’s delivered in a shop, a hotel, a doctor’s office, or even by Amazon, I notice it. Unfortunately, outstanding, truly-memorable service has become a rarity, though when you experience it, it’s a delight and worth noting. In order to gain referrals — either as a lawyer or as a restauranteur — your work…
During a recent trip to Milan, I met with an accomplished Italian lawyer who emphasized that for him, in Italy, business development is all about relationships. It’s knowing that the lawyer you hire is someone you can trust and genuinely like. Once that is proven, the relationship should be a long-lasting one. Just as the way we drink coffee varies between…
I’ve not followed-up. There are at least ten people I’ve met over the past year that I need to reach out to, to say hello, ask how they are doing, and possibly set up lunch or a coffee. In the fast-paced world of professional services it’s easy to get caught up in immediate “must be done asap” tasks. However, one…
Culture is not a “set it and forget it” initiative. It requires consistent effort and communication to stay alive and relevant. But the payoff? A stronger firm, happier employees, and more satisfied clients. We spend an enormous amount of our lives at work — about one-third, to be exact. For those of us in the legal profession, that time can…
As featured in American Lawyer on July, 19, 2024. Read the article here. Capuchin monkeys. Law firm marketing. Holding on to great people. An editor recently asked me, “Why is it that legal marketers leave 🏃♀️ their firms?” While there are several reasons, from lack of advancement to culture to compensation, there are several ways to value and retain your…
I have been thinking a lot about how we tell stories. Whether you pitch a new piece of business or deliver annual results, it’s essential to understand the craft of storytelling. How do you present your ideas, your argument, or your “ask” in a compelling and convincing way? Each good story generally has three elements. 1. A setup, the situation…
Having worked for several law and consulting firms that are often referred to as prestige brands, I’ve discovered there is no magic to building a strong brand, whether it’s one of prestige, innovation or integrity. However, there are important lessons that can help you whether you aim to be Tiffany or Target. 1. Mission and Brain Brand Understanding your firm’s…
As appeared in The American Lawyer on June 13, 2024. “We bought top-of-the-line software with all the bells and whistles. We expected it to track of all of our clients, prospects, alums, pitches, and data. But it just doesn’t work.” Bring together 10 or more lawyers, and you have a law firm that needs technology and process management to operate…
