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The Cost of Doing (Marketing) Business as Usual

Most businesses – especially law firms – must market to some degree.  And they do.  They have a website. They print business cards.  They make sure the logo is used on tombstone ads and sponsorship programs.  Law firms do spend some money on marketing, and some of their lawyers even spend time on marketing – [...]

By Heather Gray-Grant| 2018-04-23T12:14:32+00:00 April 23rd, 2018|Advertising, Branding, Business Development, Business Management, Coaching, Leadership, Marketing Logistics and Support, Planning, Strategic Planning|0 Comments
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Planning to Thrive in 2018

Instead of business as usual this year, I invite you to consider managing your firm like it's a business instead of a law firm: through business goals and plans. Most law firms only have a general sense of what they want to accomplish this year as a business. Earn more revenues. Grow our client base. [...]

By Heather Gray-Grant| 2018-01-08T15:20:47+00:00 January 8th, 2018|Business Management, Leadership, Strategic Planning, Succession|0 Comments
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What’s the Value of a Client Team?

Client teams may be one of the most powerful business development tools at your disposal, but are an oxymoron to most lawyers. As a profession, lawyers aren’t usually known for being team players.  By nature, they are individual thinkers and doers.  They like their autonomy, and tend to feel that too many rules restrict their [...]

By Heather Gray-Grant| 2017-09-27T09:16:30+00:00 September 27th, 2017|Business Management, Client Focus, Leadership, Marketing Logistics and Support, Strategic Planning|0 Comments
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Is Your Culture Slowly Killing Your Firm?

The purpose of any business is to be profitable, and provide conditions for a satisfying work experience for those who work there. The collective intelligence within a law firm should make these goals a slam dunk; unfortunately, in many ways the culture of the typical law firm works against its financial success. See if any [...]

By Heather Gray-Grant| 2017-08-13T12:39:05+00:00 August 6th, 2017|Business Management, Leadership, Strategic Planning|0 Comments
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How to Behave More Strategically

The ability to rise in a law firm is – let’s face it – very closely related to productivity. But to move into the real power positions of any organization, including a law firm, you need to show that you can think and act strategically. What would this look like in practice? At a recent [...]

By Heather Gray-Grant| 2016-10-27T12:26:49+00:00 October 27th, 2016|Coaching, Leadership, Strategic Planning|0 Comments
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What (or Rather Who) Stands in the Way of Change?

Better business results can only be achieved by a change in process or behaviour, so change management is mandatory in law firms. Yet ironically, partners are the ones who most often stand in the way of change.   Law firms hire me to help create a strategic plan for their future. They also hire me [...]

By Heather Gray-Grant| 2016-07-04T21:24:18+00:00 July 4th, 2016|Leadership, Strategic Planning|0 Comments
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The Importance of Scaffolding

We think of scaffolds as a construction tool, but scaffolding is equally important in business. This post defines business scaffolding and promotes its use as a critical business tool. When I was in Hong Kong several years ago I marvelled at the common use of bamboo for scaffolding – even for ten-story buildings. This went [...]

By Heather Gray-Grant| 2016-05-05T09:43:56+00:00 February 8th, 2016|Strategic Planning|0 Comments
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How to Stop Good People From Leaving

It doesn’t matter how much money the professions spend on programs to keep their people – good people are still leaving in droves.  We need a change of strategy. Professional services attrition rates are atrocious, in two ways.  First, far too many professionals leave a firm before or in the early stages of partnership.  For [...]

By Heather Gray-Grant| 2015-03-08T07:33:04+00:00 March 8th, 2015|Career Management, Coaching, Leadership, Strategic Planning|0 Comments
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Balancing Calculation and Serendipity

The book, “How Will You Measure Your Life” by Clayton Christensen is filled with valuable life and business lessons.  The one I’ll focus on today is the difference between deliberate and emergent strategies, and how they can ideally come into play in a firm. Christensen illustrates this point by summarizing Honda’s entry into the North [...]

By Heather Gray-Grant| 2014-11-28T09:42:38+00:00 November 28th, 2014|Leadership, Strategic Planning|0 Comments
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How to Make the Most of Your Retreat

How many times have you reflected back on a firm retreat and thought “wow, that was money well-spent”? I worry that we’ve become far too comfortable with the underwhelming performance of one of the most expensive management tools a firm will ever engage in. Most professional service firms have held a retreat before and are [...]

By Heather Gray-Grant| 2014-11-07T07:32:00+00:00 November 7th, 2014|Leadership, Strategic Planning|0 Comments
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