Insights

I see it over and over again. Too often, laterals don’t succeed. The firm hires a 🌟 partner with an impressive 📕 of business, or previous government experience, rolls out the red carpet, and then… the integration stalls. Clients don’t materialize. The lateral moves on, leaving the firm with a loss of time, money, and opportunity. As a marketer involved…

For many lawyers, the idea of turning acquaintances or friends into clients feels tricky. People generally ask me, "What is the magic?" No one wants to sound like they're pouncing on a friendship and risking the relationship by asking for business. I really understand that. Yet the truth is, your friends already trust you — so why shouldn't they consider…

What does it take to grow a successful cross-border legal practice? That’s exactly what we explored in a recent webinar hosted by the Legal Marketing Association and the International Bar Association "Cross-border Business Development: Expanding Your International Footprint." The one-hour session - I was fortunate to moderate - featured a panel of seasoned rainmakers and business development professionals. Our esteemed…

I rarely write anything that leans negative or critical of a particular businessperson. I was taught by my parents that if you don’t have anything nice to say, it’s often better not to say anything at all. In general, I’m not convinced that publicly critiquing someone’s personal approach to business is helpful. But over the past several months, I’ve witnessed…

I’ve been working on a project recently that involves speaking with several of the world’s leading rainmakers. These are top professionals who consistently generate significant business, often making it seem effortless to others. However, when you really listen and ask the right questions, a common thread emerges: they each develop business in their own unique way, and they all emphasize…

I received a call yesterday from a good friend, an executive director at a thriving law firm. We’ve known each other for years and while we ended up discussing business, it started my wheels thinking about relationships and how they build a business in professional services. After years of focusing the best marketing techniques in professional services, I always revisit…