Over recent months, I’ve shared components of my strategic pricing toolkit, including the strategic pricing checklist, the pricing calendar, and the performance FICO score. This…
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Are you a Practice Group or Department Leader in your firm? Or, an industry or client team leader? As I wrote about in the second…
I recently had an “out of body experience” while meeting with a group of young (35–40-year-old) partners who complained intensely about the poor work ethic…
Do you want to see something scary? Borderline terrifying? Foreshadowing of major, inevitable changes in the practice and business of law? Take a look at…
As I sat down to begin the workshop, my client provided me with some insights about their team. I listened attentively as they shared anecdotes…
When Business Development (BD) professionals and the lawyers they work with use the word “closing,” they primarily mean acquiring a new client or a new…