Billable Rates Rise Again. So What?

Half full or half empty?   That’s my somewhat non-plussed reaction to the National Law Journal’s release of its annual hourly billing rates update.  Of the 110 firms responding to the questionaire, 88 reported increases in partners’...

“Your Call Is Important to Us…”

Is CRM [Customer Relationship Management software] a bridge too far for a firm?  This question is probably a tar pit from which one cannot emerge unsullied with a single, unitary correct answer, but as both the power of CRM applications and the competitiveness of...

Of Profit Margins and RFP’s

If "three anecdotes constitute a trend," as the possibly apocryphal credo of journalists has it, then I am here to announce a trend:  Corporations are beginning to apply professional purchase-manager techniques and metrics to selecting and overseeing...

What’s the ROI on Our Marketing Effort? I’m Glad You Asked

"Marketing" a law firm, to many partners (and some burned marketing directors, I can only imagine), remains in too many circles a dirty word.  Why is this, and what, if anything, can be done about it? As someone married to a senior marketing and...

CRM vs. “Knowledge is Power”

Client relationship management (CRM) systems have achieved ubiquity in F1000 firms, but their usefulness, and even their feasibility, in law firms has been, shall we say, less certain.  [Jargon time-out:  "CRM" systems are designed to capture, in...

Tell Us What You’re Going to Do

When the latest edition of Corporate Counsel magazine landed in my mailbox last week, I had the perverse impulse to tear out and focus on the major law firm ads to see if there were any common threads. Unfortunately, there were. One was the pervasiveness of two...
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