Most clients already have an established relationship with a lawyer or law firm. That means that if you want to expand your business, you have to steal it from someone else. The best way to do this is with a full-court press. It’s much easier to get more work from an existing client so that [...]
A growing portion of my coaching business has been to help lawyers and law firm senior support staff to plan for their retirement. Traditionally, we’ve gone to accountants to help us plan for retirement because we’ve primarily been concerned about ensuring that once we stop collecting a regular pay cheque, we have enough money to [...]
Precedent figures heavily in most law practices, so it’s understandable that lawyers would rely on past experiences and belief systems in the running of their lives as well. Life experience can create wisdom. It can also lead to our greatest weak spots. In over twenty years of coaching lawyers, my primary goal has been to [...]
In every business relationship there will be moments of miscommunication, misunderstanding or good old-fashioned error. In a lawyer/client relationship, these awkward moments can also result from a difference of opinion over objectives, timing, cost or methodology. These moments are inevitable, but how we deal with them often defines the future of that relationship. As a [...]
While law firms tend to be a relatively flat structure, there is usually a management structure that helps to guide things along. Typically, this includes a lawyer leadership team (a Managing Partner and potentially, an Executive Committee), practice or client team leaders if the firm is organized into teams, and an administrative team comprised of [...]
A large part of my practice is in helping law firms to create a strategic plan. A strategic plan is a road map that identifies the destination of a firm over a declared time period, and says something about how the firm will get there. Law firms have been late to the table with some [...]
Law firm managers need to be active, conscious and pro-active in their role. Management is not merely a title, it is a critical role that is seldom done well in a law firm. Law firms require a range of managers. These include professional managers such as Administrators, marketing or IT directors and the like. But [...]
I come from a world where client service is as important as legal expertise. In fact, client service might be even more important than legal expertise because as Maya Angelou said, years from now people won’t remember what you said or did but they will remember how you made them feel. The reality is that [...]
Change is a reality of business. Client needs shift; legal expertise shifts due to retirements and new hires; legislation and case law create new opportunities and close down previous legal practises. Change is hard for most people, but particularly for lawyers. The lawyer personality doesn’t like change; it likes the expected, precedent and tradition. Lawyers [...]
Laterals can be a wonderful addition to a law firm. They can also be an incredibly expensive drain – financially, in terms of resources and with respect to morale. Here’s how to ensure your lateral hires can help rather than hurt your firm. It’s said that laterals have around a 70% chance of surviving in [...]