Every firm, from a small to large, runs on revenue, and revenue runs on clients choosing your firm over the alternatives. The good news: legal…
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Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at least should…
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Over the last two decades there has been a proliferation of practice groups at most firms. Some of these groups are industry-focused, some practice-specific and…
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Rainmaking is not magic — it’s a discipline. While some individuals seem naturally gifted at bringing in business, the truth is that rainmakers cultivate specific…
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Many firms continue to express disappointment with the assimilation and performance of lateral partners. As we head into 2026, it’s worth resetting expectations—and actions. Lateral…
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Recently, someone asked me, “What’s the next big thing for law firms?” Without hesitation, I said, “Strategic account teams—also known as key client teams.” Their…
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