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...
by Bruce | February 23, 2015 | Articles, Just Plain Interesting, Marketing, Technology strategy
If you haven’t yet heard about Above the Law’s “Converge” conference coming up here in NYC on Wednesday, March 18th, you’re about to. It’s a full-day conference at the marvelous University Club (Fifth @ 54th, McKim, Mead and White,...
by Bruce | January 2, 2015 | Articles, Marketing, Profiles of Individuals
Bruce Marcus, whose life and work recast professional services marketing in a client-centric mold, died shortly before Christmas in New Haven of an aneurysm, at age 89. I got the news on the phone that day from Mana, his wife of over 50 years, calling from their home...
