Many law firms have the tools, talent, and technology to win new business—yet still fall short in more formal pitches. Why? They talk at the client, not with them. They’re unprepared for tough questions on price, scope, or strategy. They overlook the human element—building trust and connection. In my recent Of Counsel article, I share five strategies firms can use…
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In our first phone call, law firm leaders often tell me: “We invest so much in marketing — but we’re not sure it’s moving the needle.” Here are five signs your marketing department might not be operating well (and some initial thoughts about how to recalibrate). 1. Lots of activity, little strategy. Your marketing team receives numerous requests, both from…
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I’m not Italian, but I do love Italy — and the Italian culture. What I’ve always admired is the country’s deep commitment to craftsmanship, whether it’s in art, luxury goods, or, yes, food. When I was in Milan recently, I went straight to one of my favorite restaurants. They make the perfect spaghetti with cherry tomato sauce. Every. Single. Time.…
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I admire perfection. Those things that seem so beautiful as to appear unreal. Sometimes you see it in great works of art, other times in a scientific equation. Last week I visited Italy’s Lake Como, a place I have been several times. This time, I toured Villa Balbianello—one of the most spectacular places I’ve ever seen. While it had been…
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Though it’s difficult to pinpoint a single trait that defines a successful rainmaker, certain qualities and patterns emerge among those who excel in this role. Here are some of the traits I’ve seen while studying rainmakers for my “Best Practice for Lawyers in Marketing and Business Development” (PLI 2019) and for a new book I am writing, “Breaking Ground,” which…
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I am asked this several times a month, usually over coffee with a managing partner, a marketing leader or a journalist. Here is what I’ve been seeing. These are the mistakes I see time and again. Treating marketing as a support function, not a strategic one. Your marketing team can help shape the firm’s future—but only if they’re at the…
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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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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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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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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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