by Bruce | September 14, 2015 | Articles, Branding, Business Models, Client Relationships, Cultural Considerations, Finance, Leadership, Marketing, Strategy
I’ve previously mentioned the Business Leadership Summit being organized by The Lawyer, taking place in London September 22—23. (More information here; registration here.) On the afternoon of Wednesday 23 September I will be moderating a panel (3:30 pm –...
by Bruce | September 8, 2015 | Articles, Client Relationships, Finance, Marketing, Strategy
A week or two ago, we were having drinks here in New York with two senior corporate partners at an AmLaw 25 firm that is quite self-aware enough to know it’s not in the realm of the super-elite, and the topic turned to pricing. A matter they’d both been...
by Bruce | August 19, 2015 | Articles, Business Models, Client Relationships, Finance, Marketing, Practice Group Management
Today I want to discuss what, I imagine, many readers will thing is a hare-brained idea; and then I want to explain why, if you adopted this idea, your own behavior would change such that it might not end up being hare-brained in the least. Both dimensions of this...
by Bruce | June 16, 2015 | Articles, Client Relationships, Cultural Considerations, Marketing, Practice Group Management
We’ve written before about law firms’ nearly universal use of the terms “collegial” and “collaborative” to define what makes their cultures, each and every one, special. So indiscriminate is this usage that we find it not just...
by Bruce | May 19, 2015 | Articles, Client Relationships, Marketing
When we last left our intrepid band at St. Michael’s Episcopal Church interviewing law firms for advice on the church’s vacant, crying-out-for-development, corner lot (here’s the original column), we had just finished meeting with firms. Since then...
by Bruce | March 19, 2015 | Articles, Cultural Considerations, Finance, Marketing, Practice Group Management, Strategy
The growth of professionals in Law Land with the word “pricing” in their title has been explosive over the past couple of years. It’s a trend we applaud loudly and fervently, so perhaps it’s worth a primer on how it’s done in the major...