Insights

Several years ago, I co-wrote an article with McKinsey & Company’s Dan DiPietro about alignment in law firms — specifically the link between compensation and business development. I’ve been thinking about it again recently, and if anything, the point feels even more relevant today. Here’s the uncomfortable truth. You can invest heavily in business development training, coaching, CRM systems, and…

I recently had the pleasure of speaking with a cohort of extraordinary lawyers at Baker McKenzie about business development. As part of our program, I shared several ways artificial intelligence can help lawyers save time, strengthen marketing and business development efforts, and ultimately serve clients more effectively. The conversation was a reminder of what makes this firm so forward-thinking. Baker…

Decades ago, I was in a conference room with two female lawyers. We were waiting for a male partner to join a discussion he had requested about how we could help him jump-start his practice. He was late to the meeting — perhaps the first indicator of what was holding him back — so we began reviewing his client list…

When it comes to organizing a marketing department, mid-sized and smaller law firms often find themselves in a unique position. They may not have the sprawling teams or massive budgets of global firms, but that doesn’t mean they can’t run a top-notch, effective marketing operation. With thoughtful planning and a focus on the essentials, smaller firms can build smart, scalable…

Excuse my lack of artistry, but I’ve been experimenting with Midjourney in my spare time to deepen my understanding of AI-generated graphics. No matter how long we’ve been practicing a craft, there is always room to grow as professionals. Lawyers spend years honing legal skills, but continuous improvement is just as essential when it comes to business development. It is…

Pitching for new business is a nuanced craft, and it is something most lawyers want to do well. Yet there are a few recurring mistakes that even the most sophisticated firms continue to make. After speaking with dozens of general counsel, it’s clear that many of these missteps are easily fixable. 1. Walking into the meeting unprepared It sounds obvious,…

It’s been a year since my mother passed away. I’ve smiled through my work, even when I often felt like curling into a ball with a blanket and crying. But somehow, like most who lose their parents, I got through it. The pain is lifting, though the loss remains. I’ve been thinking about one of the many lessons my mom…

Last year, I was asked by a firm to speak on the topic of storytelling: how we use story to tell compelling narratives in new business, internal communications, and client work. We live in an era overflowing with information. AI can generate paragraphs in seconds. We’ve become fluent in metrics, analytics, and big data. But amid all of this processing…

If your marketing feels stuck, you’re not alone. After years of working with lawyers and professionals, I’ve seen a few common reasons why marketing efforts fall flat: 1. You haven’t defined your niche. If your audience is “everyone,” your message resonates with no one. 2. You’re overlooking your best source of business — your current clients. Growth often comes from…

Nearly 48% of lateral partners leave their new firms within five years. That statistic from Decipher Investigative Intelligence came as a wake-up call during a session I recently co-led with legal recruiter Scott Love at the LMA Northeast Regional Conference — and it’s one that continues to surprise people every time I share it. Every firm celebrates when a lateral…