Why international lawyers need both online – and offline – business development initiatives

The premise of this article is based on my reading of a recent article by Itzik Amiel -- which was published on the International Bar Association’s (IBA) website in February of 2020 – and my own experiences working with lawyers on their international business development strategies. As any reader of this blog and any writings … Continue reading Why international lawyers need both online – and offline – business development initiatives

When lawyers “cross-serve” clients they deepen relationships and increase fees

In a recent post on Adam Smith Esq, Janet Stanton explains the importance of strategic client management to law firms, particularly in current perilous economic times. Strategic client management, Stanton explains, is “the intentional servicing of your clients to nurture longer-term, more profitable relationships.” Clients are looking for business solutions from their lawyers Strategic client … Continue reading When lawyers “cross-serve” clients they deepen relationships and increase fees

Lawyers: Don’t wait for the RFP process to communicate with prospective clients

Lawyers should not wait until the competitive tender process to communicate with prospective clients with information of unique value.  If they do, they’ll remain in an ocean of other firms all vying for new business in response to those competitive tenders.  By seeking to share information of value with new prospective clients outside the tender … Continue reading Lawyers: Don’t wait for the RFP process to communicate with prospective clients

99% of all legal business development can be done remotely

Recent events have put remote work at the forefront.  And remote work applies to legal business development in ways that might have a transformative and positive impact on how law firms can win new business.  Reducing costs, honing focus, and putting an end to some traditional legal business development activities that are no longer necessary … Continue reading 99% of all legal business development can be done remotely

How associate attorneys can be successfully included in law firm business development initiatives

Law firms would be wise to include their associates in the business development process.  By doing so, they will increase their ability to succeed in securing more clients. At the same time, including associates in business development improves their present and future career prospects – as they will gain much from learning and practical application … Continue reading How associate attorneys can be successfully included in law firm business development initiatives