Resources

Lexicon Brand Manager Lauren Hoffmann and Chief Information Officer Brad Paubel host The LeXFactor, A Lawfully Good Podcast.

In this episode, they are joined by Deb Knupp, the Managing Director for GrowthPlay, to discuss how business development has been able to pivot in the virtual world, caused by COVID-19. She talks about the consulting firm she works for and how they utilize the cultivation of relationships to build predictable revenue in the legal industry.

Work From Home (WFH) is the new default for the legal industry. Host Greg Lambert talks with a wide range of legal professionals who share their stories on this new work model.

The path to partnership, which many attorneys aspire to achieve, can be a long and challenging road. In order to get there, an attorney’s ability to generate new business is a critical component. The partnership track can be even more difficult for diverse attorneys, as this group tends to lag behind their counterparts in business development. It begs the question: Why do diverse attorneys face challenges in business development, and how can marketing and business development professionals better support their diverse attorneys?

The natural instinct during times of chaos is to move into a place of scarcity. The single best gift you can offer clients is courage and confidence about the path forward.

If you were to poll the attorneys in your firm about whether business development is an expectation or an option, would you get a consistent answer? High performing firms are increasingly investing earlier and more often in attorney business development coaching and training. This is good news for a profession that historically looked down on business development as being beneath the character of a lawyer. Increasingly lawyers are recognizing that sales is about helping solve problems that need to be solved — an extension of rather than an adjunct to legal excellence.

Meet the rising star of new law: the changemaker. Change-makers are lawyers with a relentless focus on growth who also recognize that long-term success requires more than revenue generation alone. With the head of a rainmaker and the heart of an innovator, change-makers are quickly becoming a driving force in helping partners buy into new ways of thinking.