When and Why Clients Hire Consultants
/Consultants should know the different reasons why clients hire consultants, in order to better manage expectations and demonstrate value.
Read MoreLet the Managers Manage and the Lawyers Lawyer
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Successful businesses are led by effective managers. Law firms are led by partners, many with no management training. Managers should manage, and lawyers should lawyer. As law firms welcome into the c-suite more business pros who aren’t lawyers, there are growing pains.
Read MoreAre Buyers Irrational When They Don't Select Me?
/Lawyers are trained in logic. And yet lawyers who buy legal services act irrationally. At least that’s a common misconception when a capable lawyer loses an opportunity to a competitor. Understanding buyer behavior is the key to success.
Read MoreEffective CRM Requires Effective Leadership
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Law firm leaders must take ownership of establishing and fostering a client-focused culture. One way to start is to assess and then improve the effectiveness of the firm’s investment in CRM people, processes, and technology.
Read MoreLawyer Autonomy and You're Not the Boss of Me-ism
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Law firm partners whose preference for autonomy overrides their fiduciary responsibility to the firm are not qualified to be owners of the business.
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