INSIGHTS

Are you selling, or helping?

Are you selling, or helping?

Cross-selling, executed poorly, sends the wrong message to clients. At the annual Legal Marketing Association conference in Austin, a vendor conducted a survey that asked attendees what their “highest-priority growth initiatives” were for this year. The leading answer...

It’s Never Too Early to Think About Goodbye

It’s Never Too Early to Think About Goodbye

Most lawyers will leave their firms. What do you want them to say after they’re gone? With the litigation market soft and the deal market at least momentarily out of breath, there may be more lawyers finding themselves leaving their firms sooner than they had planned....

Laterals As Immigrants

Laterals As Immigrants

Much has been written recently about the need for law firms to integrate laterals more effectively. One need only search “law firm lateral integration” to find myriad resources providing tips for more successful integration, often accompanied by the cautionary tales...

The Aetna Plan for Business Health

The Aetna Plan for Business Health

A five step diagnostic process that could guide law firms into the future There’s a fascinating article in the December issue of the Harvard Business Review that ought to be required reading for the leaders and owners of the world’s leading law firms. Called Knowing...

Two Gifts for the Rule of Law

Two Gifts for the Rule of Law

IRAP and Pro Bono Net deserve your help This is the season when we are all bombarded with requests for donations from worthy charities. Lawyers and the colleagues who work with them tend to be in a position where they can afford to be generous. Along with the legion...

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