Insights

What does it take to grow a successful cross-border legal practice? That’s exactly what we explored in a recent webinar hosted by the Legal Marketing Association and the International Bar Association "Cross-border Business Development: Expanding Your International Footprint." The one-hour session - I was fortunate to moderate - featured a panel of seasoned rainmakers and business development professionals. Our esteemed…

I’ve been working on a project recently that involves speaking with several of the world’s leading rainmakers. These are top professionals who consistently generate significant business, often making it seem effortless to others. However, when you really listen and ask the right questions, a common thread emerges: they each develop business in their own unique way, and they all emphasize…

I received a call yesterday from a good friend, an executive director at a thriving law firm. We’ve known each other for years and while we ended up discussing business, it started my wheels thinking about relationships and how they build a business in professional services. After years of focusing the best marketing techniques in professional services, I always revisit…

As featured on LinkedIn, December 6, 2022. Congratulations. You’ve minted a new group of partners. Now what? While law firms use the "now you’re a partner” step, as a way to grow their firm and retain talent, what happens when these newly elevated partners are expected to grow their own practices? Those of us who have been CMOs have seen…

Lucy is a Doberman puppy with her own Instagram account. She insisted on starting one. It’s been more than a decade since our last four-footed friend Gracie the Dalmatian left us. As a dog mom, I’ve had to get up to speed on an array of new products, companies and services. With everything from locating the just-right chewable puzzle toys…

On April 19, the IBA’s Law Firm Management Committee, with the support of the Women Lawyers’ Committee, produced the webinar, “The Secrets of Women Rainmakers – How to Become One and How to Create a Culture that Develops Them.” With more than 400 attendees calling in from around the world, the group discussed their own experience in developing business, their…

Originally published on May 28, 2021.  Deborah Farone, strategic marketing and management advisor at Farone Advisors LLC, and Michelle Murray, senior consultant at PP&C Consulting and president-elect of LMA Northeast Region, shared best practices for practice group development considering the new dynamics as we move into a post-pandemic period.   They outlined an approach involving setting objectives, SWOT analysis, strategy…

A year into the pandemic, trends in legal marketing have become clear. Is your law firm keeping up?   The following piece appeared on Above the Law in March 15, 2021.  As an unprecedented year comes full circle, many businesses are taking the opportunity to reassess their business development strategies, tactics, and goals. For law firms, some trends have become…

As featured in the fall issue of "The Legal Navigator." Deborah Farone, Author, Strategic Advisor and Former Chief Marketing Officer at Cravath, Swaine & Moore  "I reached a place in my career where I had done several different things—working at a global PR firm and in management consulting, and then, with two wonderful law firms—and I needed to do something different. I…