Using the Economics of Mutuality to Pressure Test Law Firm Strategic Plans
The economics of mutuality is a principle asserting that for businesses to thrive and grow, they should operate in a way that benefits all stakeholders rather than focusing solely on the bottom line. Bruno Roche—former Mars Chief Economist—has said: “If a company invests in both non-financial and financial capital using standardized metrics within a broader […]
3 Ways Law Firms Can Incorporate Other-Focused Problem Solving into Firm Culture – and Why Doing So Is More Important than Ever
The world has never been more in need of other-focused problem-solving. As I recently shared, the pandemic and its lingering effects have wreaked havoc on our lives while all of the other challenges of life–divorce, aging parents, sick children, work stress, burnout, parenting worries, relationship struggles—continue to happen. We are in the midst of a […]
2023 International Women’s Day – An Open Letter
An open letter to our fellow female founders and business leaders, The U.S. has more than 12.3 million women-owned businesses, generating over $1.3 billion per year. Nearly half of all startups in 2021 were created by women. What’s even more inspiring, 64 percent of new women-owned businesses in 2022 were started by women of color. […]
How Law Firms Can Support Attorneys from Underrepresented Backgrounds in Achieving Their Business Development Goals
Despite efforts to bolster diversity, equity, and inclusion (DEI) in the legal industry, law firms continue to struggle with attrition among attorneys from underrepresented backgrounds. Moreover, even those law firms that do a good job of recruiting attorneys from underrepresented backgrounds struggle to keep people from underrepresented backgrounds at the firm. According to the American […]
3 Ways to Make Law Firm Strategic Plans Work During Uncertain Times
Law firm strategic plans typically fall short for one of two reasons. They are either too visionary—filled with great ideas on what they want to accomplish without specific actions that will move them from now to next. Or, they are too tactical—comprised of checklists of things to do without a clear understanding of why and […]
How Law Firms Can Show Up for Struggling Employees, Clients, and Colleagues
We all, at some point, need comfort and care. We all need to be nurtured. So the question isn’t whether we need to be comforted, but when? And how? And who will show up for us when we need comfort and care? The pandemic and its lingering effects have wreaked havoc on our lives. But, […]
Rate Adjustments: How to be Generous When it Comes to Rate Increases and Money Conversations
This time of year, law firms are often determining rate increases for the upcoming year (if any), and their lawyers are considering ways to communicate these changes to clients. Some lawyers prefer to let the engagement letter do the talking. Because engagement letters often include language indicating that rates will increase from time to time, […]
Curious About the Role Curiosity Plays in Sales Opportunities? Read More So You Don’t Miss Out…
Notice how a question creates a response? That’s because curiosity often plays a role in creating engagement. It’s a powerful emotional-based tool that can be leveraged in a sales process. While most lawyers often wait for opportunity to come to them, strategic sellers are focused on creating buyer triggers by communicating in ways that incorporate […]
Elevate the Client Experience with the 3E Approach to Communication
Creating trust with clients by being honest and authentic would seem to be an obvious essential. Yet to deepen trust in ways that cultivate strong loyalty requires intentionality and thoughtfulness that go beyond being honest, responsive, and capable. The 3E approach to client experience adds value by thinking through how you can make the […]
What’s Your POV?
It’s hard to believe we’re quickly approaching the mid-point of 2022. As clients reflect on their accomplishments from the first half of the year, they’re also prioritizing their to-dos to complete in the second half. Want to be part of the team that is called in to help? Don’t wait for a client to ask, have your POV (point of view) ready so they want to bring you in.
