Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves. ~ Steve Jobs
Rachel Johnson and Christina Oshan spent the beginning of their careers at large firms. They noticed that startups
In my most recent contribution to Edge International Communique (EIC), I argue that working to modify client expectations – rather than merely manage expectations – is a “license to print” client satisfaction.
I encourage you to check out the entire January issue of EIC; in the meantime, here is a summary of my
After working with thousands of lawyers, I have learned that there is a tremendous gap between the way they perceive their interactions with their clients and how they actually interact.
The Second Edition of The Successful Lawyer: Powerful Strategies for Transforming Your Practice is now available in both paperback and Kindle versions.
Among the kudos the first edition of this book attracted was one from Tom Peters, the highly acclaimed writer on business-management practice and author of In Search of Excellence, who described
I am often asked to
I am pleased to draw the attention of readers of this blog to the most recent issue of Edge International Communiqué (EIC).
The issue features articles by two of my colleagues at Edge International. Sam Coupland offers important advice on how to assess the business value of a law firm, and Ed Wesemann probes
In a recent article in Bloomberg BNA: Big Law Business, Susie Lees, Executive Vice President and General Counsel at Allstate Corporation, gets specific about how Allstate selects and retains outside law firms for the work its massive legal department can’t handle internally.
Lees’s comments about how Allstate works with outside counsel makes interesting and valuable
I am pleased to draw the attention of readers of this blog to the most recent issue of Edge International Communiqué (EIC).
The issue features articles by two of my colleagues at Edge International, as well as one that I wrote. Nick Jarrett-Kerr offers
In June, Bloomberg BNA reported that Akerman had become the latest law firm to venture deeply into the field of data security and information governance when it established an 18-person group specializing in data law.
Martin Tully, co-chair of the new Akerman group, told Bloombeg that “while the breaches at Target make national headlines, smaller
A survey conducted by BTI Consulting Group, as reported recently on its Mad Clientist blog, shows that rainmakers book five times more business than the average law firm partner.
In answer to the obvious question, “How?”, BTI president Michael B. Rynowecer proposes possibilities that range across such areas as self-discipline, relationship management, communications skills,
