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...
by Bruce | October 28, 2014 | Articles, Marketing, Strategy
Legal Business recently ran a piece on leadership in law firms which—surprisingly for articles on this topic—actually succeeded in getting beyond bromidic pablum. I commend it to you in its entirety, but meanwhile I want to talk about a particular perspective they...
by Bruce | October 10, 2014 | Articles, Branding, Business Models, Client Relationships, Leadership, M&A, Marketing, Partnership Structures, Strategy
A few weeks ago reports surfaced about a motion seeking to compel Norton Rose Fulbright to withdraw from representation of its client Duke University in a case brought against the university by the estate of John Wayne, which wants the right to market alcoholic...
by Bruce | February 3, 2014 | Articles, Client Relationships, Compensation, Marketing
Or, recognizing successful client relationship management. [This is another in our series by Janet Stanton, Partner, Adam Smith, Esq.] Winning a new client for the firm—there’s little that can match that for excitement, sense of accomplishment and visible contribution...
by Bruce | December 3, 2013 | Articles, Branding, Cultural Considerations, Marketing
Today we have a column by my partner in Adam Smith, Esq., Janet Stanton. Before joining Adam Smith, Esq., Janet had years of experience leading highly profitable teams of professionals at a global communications agency for clients such as Pfizer and the US Department...
by Bruce | November 7, 2013 | Articles, Leadership, Marketing, Practice Group Management, Strategy
For years, I’ve been hearing firms describe their cultures as “entrepreneurial,” and I hardly paid the slightest attention. Like “collegial” or “collaborative,” it just seemed like so much white noise. Then finally I heard it...