by Bruce | November 8, 2006 | About the Site, Articles, Marketing
A few months ago an online flurry of commentary erupted over proposed amendments to the rules that govern lawyer advertising in New York. Among other things, the proposals would define the term "advertisement" extremely broadly as any public...
by Bruce | June 11, 2006 | Articles, Cultural Considerations, Leadership, Marketing, Partnership Structures, Practice Group Management
My friend Rich Gary has an enlightening column in the current issue of Law Firm Inc. in which he addresses "Ten Questions CMO’s Must Be Ready to Answer." If all CMO’s came to the table prepared to respond to these as thoughtfully and thoroughly...
by Bruce | June 1, 2006 | Articles, Cultural Considerations, Finance, Leadership, Marketing, Practice Group Management
In Trust-Based Selling, Charles Green (who co-authored The Trusted Advisor with David Maister), titles Chapter 7 (pp. 70—74), "Sell by Doing, Not by Telling," and relates the following story: The "Chief Counsel of a Fortune 50 company" needed...
by Bruce | April 26, 2006 | Articles, Compensation, Cultural Considerations, Finance, Leadership, Marketing, Practice Group Management
One of the topics most regularly (should I say, "compulsively?") bruited about, with far and away the least actual impact on anything to show for it, is "alternative billing," also known as anything but the billable hour. I have my own theories as...
by Bruce | April 20, 2006 | Articles, Cultural Considerations, Finance, Globalization, Leadership, Marketing, Strategy, Technology strategy
In the classic "The Innovator’s Dilemma," Clayton Christensen analyzed how companies at the top of their game, with brilliant and successful products, and focused on their core clients, could be undercut and eventually dethroned by small, pesky...
by Bruce | April 4, 2006 | Articles, Compensation, Cultural Considerations, Finance, Leadership, Marketing, Practice Group Management, Strategy
How well does your firm know its clients? More pointedly: How richly, truly, deeply does your firm understand your clients’ attitudes towards your firm at large, the services you provide, and the individuals who provide it? Even if your firm is in...
