Insights

During lunch, my friend turned to me and asked, "What can I do in the in-between times?" She was a lawyer with a very successful M&A practice. It's a question I've heard echo before in various formats: "If I am in between cases/deals, how do I generate new business?" The beauty of in-between times is that they present a unique…

As appeared on Forbes, May 7, 2024. In today’s world where networks play a crucial role in various aspects of our lives, many professionals find it difficult to make new connections. They also wonder what they should be spending their time on in order to improve their networks. Then there are the rainmakers. These are generally the people who, in…

Just a few years ago, attending an industry conference may have sounded to some like a reason to travel to a warm climate and a chance to reconnect with old friends. While it may still be some of these things in San Diego was that and much more), it is also a golden opportunity to connect with clients, colleagues and…

What happens when four of the country’s leading female rainmakers meet to discuss business development?  The sky opens up with ideas and inspiration. Last week, I had the opportunity to experience just that as the moderator of a panel at the Legal Marketing Association's annual conference that included friends and clients including Janice Brown of Meyers Nave, Palmina Fava of…

"Is there a roadmap to improve my marketing department?" I have worked with dozens of law firm leaders and CMOs on recalibrating or building out their marketing and business development departments. It’s hard work. It involves analyzing the firm’s business generation, interviewing partners and other professionals, and defining what resources it needs to grow, yet (I admit) it’s also very…

As featured on LinkedIn,March 13, 2022. "We have a well-staffed marketing/business development department, and I think they are doing a good job, but how can I tell?" A well-run marketing/BD department can make the difference between standing out in crowded practice areas and garnering a stream of new matters or getting lost as an also-ran. But how can you tell…

As featured on LinkedIn, March 6, 2024. Networks are vitally important, whether you are in a leadership position or a professional trying to foster potential clients. What is it that we can take from social science to apply to professional services business? Earlier this week I spoke at the College of Law Practice Management about those networks we are least…

"What holds lawyers back from creating plans for themselves or their own practices?" Often it's the fear of not getting it right, or not knowing the steps that are involved. Most of the lawyers I know are perfectionists, but sometimes they don’t know where to start. Other times, they just don’t want to fail.  I get it. Some mysteries we…

As featured on LinkedIn, April 24, 2024. Is there an idyllic law firm, one with the perfect culture? It’s the firm that has an effortless time attracting and retaining the finest lawyers and other professionals. It’s also the firm that turns out the very best work due to the lack of silos between practice areas and rainmakers. While I don’t…