Lawyer Business Development

To grow your legal practice, learn the language of business

In a recent article in Forbes, Mark Cohen details why it’s important for lawyers to speak the language of business.  Cohen details a legal profession in flux – transformed by the changes in the digital age – and held back by a profession that’s traditionally been inwardly focused. Lawyers struggles to articulate their value to business Cohen explains that lawyers frequently struggle to articulate their … Continue reading To grow your legal practice, learn the language of business

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Public Affairs Business Development

EU move to regulate big tech a unique business development opportunity for public affairs firms

The move by the European Union to regulate big tech is a major opportunity which public affairs advisors should capitalize upon by blogging about these issues for key potential client audiences. A recent New York Times article about this new regulatory push joined what has become an avalanche of news articles about the EU’s focus on more highly regulating (primarily) US big tech companies. Many … Continue reading EU move to regulate big tech a unique business development opportunity for public affairs firms

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Lawyer Business Development

Lawyers: Why You Should be “Opportunistic” Business Developers

Lawyers seeking to maximize return on their business development efforts should include “opportunistic” business development as a component of their collected efforts. Opportunistic business development opportunities can be found in what Kevin Wheeler, writing in LexisNexis, describes as: “[Opportunistic] triggers [which include] – a change of decision-maker, a change in client ownership, an acquisition or merger, a company crisis like a product recall, etc. – … Continue reading Lawyers: Why You Should be “Opportunistic” Business Developers

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Lawyer Business Development

New study reveals best ways for law firms to communicate with in-house counsel

Patrick Smith writing in Law.com – detailed a new study conducted by legal services sector advisors Greentarget and Zeughauser Group – which found simple, direct communications of substance between private practice lawyers and in-house counsel – is what will generate interest in further discussions. In-house counsel top 3 preferred methods of communication Phone call: “Relevant, timely, novel and useful…simple phone call[s]…are the “number one preferred … Continue reading New study reveals best ways for law firms to communicate with in-house counsel

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Lawyer Business Development

Why your law firm should invest in business development coaching

Business development is a mission-critical function to law firm success. And the coaching and training of business development skills — is vital for lawyers if they are to maximize their ability to attract new clients and build a firm. As Isla Grant has detailed: “Business development (BD) is as much a part of modern lawyering as drafting contracts and coordinating conference calls. With ever more … Continue reading Why your law firm should invest in business development coaching

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Lawyer Business Development

4 online new client lead-generation methods for international lawyers

In the internet era, lawyers are no longer primarily utilizing in-person networking to generate new client leads.  Instead, they are primarily using online methods to research and identify prospective clients, produce content designed to appeal to those clients, and in some cases, reaching out to those clients directly via email to discuss how their firm might be helpful. In the case of international lawyers – … Continue reading 4 online new client lead-generation methods for international lawyers

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Lawyer Business Development

Lawyers: The Best Way to Connect to New Clients is Through Sharing Ideas Online

The advent of the internet in the mid-1990’s has transformed how lawyers attract and retain new clients.  And these changes have had massive implications for how lawyers must conduct business development and marketing activities. As Mike O’Horo details – lawyers used to get new business from being in close physical proximity to one another.  Law partners worked and socialized together — living most of their … Continue reading Lawyers: The Best Way to Connect to New Clients is Through Sharing Ideas Online

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Lawyer Business Development

2 ways to generate more clients from an international law alliance

Law firms can generate more clients from their law alliances should they put in place specific, proactive business development initiatives. As law firm business strategy advisor Nick Jarrett-Kerr has detailed on his blog, network alliances are considered important for independent law firms to collaborate with one another for the benefit of all.  However, as he explains, sometimes these alliances do not maintain strong centrally led … Continue reading 2 ways to generate more clients from an international law alliance

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Lawyer Business Development

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 I have published about legal business development will know – … Continue reading Why international lawyers need both online – and offline – business development initiatives

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Lawyer Business Development

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 management, Stanton writes, “is intended to institutionalize key clients by … Continue reading When lawyers “cross-serve” clients they deepen relationships and increase fees

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