As featured in American Lawyer on July, 19, 2024. Read the article here. Capuchin monkeys. Law firm marketing. Holding on to great people. An editor recently asked me, “Why is it that legal marketers leave 🏃♀️ their firms?” While there are several reasons, from lack of advancement to culture to compensation, there are several ways to value and retain your…
I have been thinking a lot about how we tell stories. Whether you pitch a new piece of business or deliver annual results, it’s essential to understand the craft of storytelling. How do you present your ideas, your argument, or your “ask” in a compelling and convincing way? Each good story generally has three elements. 1. A setup, the situation…
Having worked for several law and consulting firms that are often referred to as prestige brands, I’ve discovered there is no magic to building a strong brand, whether it’s one of prestige, innovation or integrity. However, there are important lessons that can help you whether you aim to be Tiffany or Target. 1. Mission and Brain Brand Understanding your firm’s…
As appeared in The American Lawyer on June 13, 2024. “We bought top-of-the-line software with all the bells and whistles. We expected it to track of all of our clients, prospects, alums, pitches, and data. But it just doesn’t work.” Bring together 10 or more lawyers, and you have a law firm that needs technology and process management to operate…
“Should I enjoy my summer and take time off or spend time thinking about how to build my practice?” a law firm partner recently asked. My response, “I think you can do both, just not at the same time.” While time off is vital, 46% of US workers don’t take their paid time off (according to the Pew Research Center), I…
What makes one webinar fail (allowing me to chop carrots while I pretend to watch) while another one, makes me wish it would go on for longer. After watching hundreds of these as a way to learn more on a topic, here are a few ideas that might be helpful. 1. Only use visuals such as powerpoints if they are CITE…
Whiteboarding is something that all sports teams do in one way or another. It’s the planning that takes place prior to any game. (I chose Ted Lasso for a visual because, being authentic here, watching streaming movies is one of my favorite sports, yet I also watch the Super Bowl for the commercials.) Yet if we know even the best…
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…
