Sales is now an established function at law firms, continuing to gain ground as more and more client-facing professionals come on board to help firms grow faster and smarter, acquire new clients, and build deeper relationships with existing ones.
As sales matures at law firms, it’s time for this nascent category to learn from peer
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After 35 Years, Now What’s Next for Law Firms?
By Co-Founding Principals Susan Raridon Lambreth and Joseph Altonji
Co-author Susan Raridon Lambreth wrote an article for the American Bar Association Journal (ABA Journal) in 1989 about the future of law firms over the next 50 years. At the time, many other state bar publications published versions of the article as well. So, interestingly, because
10 Years Later: It’s Still Minders Over Matters
What difference does a decade make?
In the legal industry, which has often been voted ‘Most Resistant to Change,’ a lot and not much all at once.
Ten years ago – almost to the day – I wrote a blog titled Law Firm Client Retention and Growth: We Are All Minders! It pointed out an
Your Strategic Pricing Calculator
Over recent months, I’ve shared components of my strategic pricing toolkit, including the strategic pricing checklist, the pricing calendar, and the performance FICO score. This toolkit is vital in your strategic pricing framework, offering a structured approach to enhance pricing execution. It enables your firm to fully harness the power of strategic pricing by establishing
Navigating the Year with Strategic Pricing in Law Firms
Strategic pricing within law firms is more than just setting rates; it is a year-round endeavor that aligns with the firm’s pursuits, understands industry market cycles, factors practice innovation, and, most critically, delivers on client needs. The Strategic Pricing Phase Calendar is a component of the strategic pricing toolkit I’ve been detailing in my recent
Unveiling the Power of Legal Project Management: Driving Performance Through Data
As I geared up to co-chair the 14th annual program on legal project management (LPM) for the Practising Law Institute, I couldn’t help but marvel at the incredible evolution of this field since its inception in 2011. Back then, the concept of project management outside of the IT realm was a foreign language to many
The Math Behind Declining Work Ethic
It seems like most discussions of law firm productivity these days – from Partners to paralegals – include references to declining billable hours, which are further extended into comments on declining work ethic. Sadly, such comments are stated with an apparent resignation to the fate…that nothing can be done about it. I suppose this phenomenon