Generally speaking, law firms use the phrase “client development” to refer to the process of signing clients that the firm will represent in litigation, transactions, etc. Today, I’d like to consider another type of client development associates must consider: internal client development. As an associate, particularly a junior associate who receives work from more senior […]
A few days ago, I posted on the difference between strategy and tactics and recommended identifying strategy first and then move to tactics. Selecting effective tactics depends, of course, on the strategy and the ultimate goal. Building relationships almost always comes into play, though. Strong client relationships form the foundation of a healthy practice; strong […]
Following on last week’s post examining the roles of strategy and opportunity in career planning and business development, today considers strategy vs. tactics. Assuming that you find value in applying strategy to your own efforts rather than drifting along and hoping for the best, step one is to set the strategy. Obvious, right? Well… We […]
I recently read a sentence (in a non-public email, so I won’t cite the source) suggesting that most lawyers and law firms are opportunists, not strategists. That brought me to a dead stop. Lawyers are trained (and generally self-selected as well) to think logically and analytically, and most lawyers put a high stock on strategic […]
I spent nearly two hours sitting at an airport gate today. I’d assumed that between business travel and people headed home after the Easter weekend, the airport would be jammed, but I got through security in an astonishingly short time. So, I sat about 5 feet behind a Delta American Express table. You’ve probably seen them: […]
I often notice that lawyers with whom I talk have some good ideas about client development activities. They know what to do, and they implement some of that knowledge. But when someone hires me to work on business development and we take a good look at what they’re actually doing on a consistent basis, the […]
The Lost Generation of Associates Former GE General Counsel Ben W. Heinemann, Jr. and Harvard Law professor David B. Wilkins have written an article outlining some of the challenges that associates in large law firms face: At the 250 largest law firms, the arrows are pointing up for many associate indicators. Summer internships […]
In my experience, newer associates often have challenges in determining what they do and don’t have the authority to do. Some may take on too little authority, undermining their usefulness to more senior lawyers who need not be consulted about every decision, and others may too on too much, possibly compromising strategic decisions that should be […]
I almost titled this post “The Bad Blogger,” because that’s how I feel! I’ve been away from Atlanta (my primary home) for all but 3 scattered days since mid-January. I’m accustomed to travel, but doing this much of it all at once is truly a challenge. One thing I’ve learned is to be a little […]
The economic forecasts seem to agree: we’re in a recession. Unlike past slowdowns, this recession seems poised to affect law firms as much as other businesses — not a pleasant thought for lawyers accustomed to growth and more growth. If you’re among those concerned (and if you aren’t, you probably should be), be sure to visit […]