Bylined Pieces

I never grow tired of hearing from great rainmakers. "Being authentic is not always easy, but it's really important. Authenticity is a sticky tape. It's what keeps people coming back to you." Janice Brown of Meyers Nave. "You have to be your own advocate. You have to raise your hand and ask for the work or seek it out affirmatively.…

"What do in-house counsel need to know about personal brand and how can it help them?" Last week, I was the speaker at a program for the Association of Corporate Counsel, and this was the first question out of the gate. Afterwards I asked myself, why does anyone who is not aiming to garner new business need to be concerned…

In May, Jennifer Leonard, Founder of Creative Lawyers and the Former Chief Innovation Officer of the University of Pennsylvania Law School and Executive Director of the School's Future of the Profession program (basically, she's brilliant), joined me for a Q&A briefing for the officers of the International Bar Association's  Law Firm Management Committee. Jen is one of the leading experts…

The following appeared in April in Practising Law Institute's publication, The Chronicle.   I noticed the other day, as I looked around the conference room, that many of us already knew one another from various other associations, jobs or networking activities.   Our natural inclination is toward forming transitive relationships—networks that include people similar to us, such as other lawyers…

During lunch, my friend turned to me and asked, "What can I do in the in-between times?" She was a lawyer with a very successful M&A practice. It's a question I've heard echo before in various formats: "If I am in between cases/deals, how do I generate new business?" The beauty of in-between times is that they present a unique…

As appeared on Forbes, May 7, 2024. In today’s world where networks play a crucial role in various aspects of our lives, many professionals find it difficult to make new connections. They also wonder what they should be spending their time on in order to improve their networks. Then there are the rainmakers. These are generally the people who, in…

As featured on LinkedIn, March 6, 2024. Networks are vitally important, whether you are in a leadership position or a professional trying to foster potential clients. What is it that we can take from social science to apply to professional services business? Earlier this week I spoke at the College of Law Practice Management about those networks we are least…

As featured on LinkedIn,March 13, 2022. "We have a well-staffed marketing/business development department, and I think they are doing a good job, but how can I tell?" A well-run marketing/BD department can make the difference between standing out in crowded practice areas and garnering a stream of new matters or getting lost as an also-ran. But how can you tell…

"Is there a roadmap to improve my marketing department?" I have worked with dozens of law firm leaders and CMOs on recalibrating or building out their marketing and business development departments. It’s hard work. It involves analyzing the firm’s business generation, interviewing partners and other professionals, and defining what resources it needs to grow, yet (I admit) it’s also very…

What happens when four of the country’s leading female rainmakers meet to discuss business development?  The sky opens up with ideas and inspiration. Last week, I had the opportunity to experience just that as the moderator of a panel at the Legal Marketing Association's annual conference that included friends and clients including Janice Brown of Meyers Nave, Palmina Fava of…