Insights

Over the course of my career advising law firm leaders and coaching individual lawyers, one question arises consistently: How do litigators develop business when so much of their work is episodic and unpredictable? This is a valid question. Litigation does not offer the same steady client contact that transactional work typically provides. However, this does not imply that the opportunity…

For years, many lawyers were taught either directly or indirectly that successful business development meant becoming the loudest person in the room. But after interviewing more than 60 successful women rainmakers around the world for my new book, I found something very different. The most effective business developers were often not the most aggressive. They were: authentic consistent relationship-focused highly…

Teaching runs in my family. Wednesday night I had the pleasure of speaking at Chief, and it reminded me why I love these conversations so much. My mother was one of three sisters, and all three became teachers. She eventually moved into real estate, selling and flipping houses, but she never lost that teaching mindset. She always believed in passing…

How does one build a network of people to help support career goals? By being involved in associations that are authentic matches for that person. We were so fortunate to have the incredible Rosalind Fahey Kruse of Willkie Farr & Gallagher LLP join us for this interview with PLI. In it, and in the book "Breaking Ground" she discussed why…

After 60 in-depth interviews with some of the most successful lawyers in the world, I walked away with a clearer picture of what actually drives thriving practices. It challenged a lot of conventional wisdom. The answer is not a formula. It is not a checklist or a script. It comes down to three core principles that the best rainmakers consistently…

Great law firm marketing does not happen by accident. It happens when structure, culture, and leadership support are aligned. Often, when I am called into a firm to help them examine the structure of the department, we find misalignment due to the fact that the firm has grown quickly or leadership has changed. When I begin working with a CMO…

After 14 years at Cravath, Swaine & Moore and 14 years at another leading firm before that I made a call to a fellow CMO to share some exciting news: I was leaving and launching an advisory business. I also planned to write my first book. Her response? Congratulations. It was so nice knowing you. Full stop. End of conversation.…

I couldnt stop watching the video of Cherie DeVaux, the first female trainer to win at the Kentucky Derby. Shes jumping. Beaming. Completely overcome with joy. And it struck mewhen was the last time we had celebrations in a professional setting? We celebrate birthdays. Holidays. Milestones outside the office. But inside our organizations? When a firm lands a new client Wins a…

I've been talking with law firms about the important power of authenticity when it comes to business development. And I don't mean that in a vague, motivational way. Authenticity works because when you develop business in ways that feel genuine to you, you actually do more of it. Your prospects sense your enthusiasm. They can tell you're not putting on a performance.…

Ive been thinking about professional associations, like the Legal Marketing Association and how much they have evolved over the years. When I first started attending the annual LMA meetings, it felt like a collection of small chapters coming together once a year. It was collegial, a bit scrappy, and incredibly valuable. Fast forward a few decades, and its grown into…