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Law Firm Leadership Articles
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Developing Peak Selling Practice Groups and Rainmaker Junior Partners: A Game Plan for the Business Development Professional - LSSO Review Q307 "Cordell, you are not a real lawyer. You are nothing but a salesman." With those words, a former partner thought he had paid me the ultimate insult. Instead, he helped me understand what you, as business development professionals, deal with every single day. Business development for lawyers is frankly not very complicated. I think your biggest challenge is finding creative ways to get lawyers away from their desks to actually do it. As a lawyer who has spent a career "selling," I believe you can make a significant impact with practice groups and junior partners by starting with the basics. In this article I want to share with you how you might help them get started. To read the rest of this article, download the pdf. |
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The Practical Lawyer October 2007: Developing The Next Generation Of Remarkable Lawyers Learn how to connect with the "next generation," the business case for developing them, and specific ideas on how to do it. |
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The Practical Lawyer April 2007: Building The Next Generation Of Rainmakers Good rainmaking doesn't require a "personality type"; it requirres planning, mentoring, and a continuing effort by the firm and its lawyers. |
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What Law Firms Need to Tell First Year Associates Recently I met with a young lawyer who advised me that he feels first year associates, especially those who have never had a "real" job before, show up for work unprepared for the "real" world and orientation does not answer some questions that arise later. I decided to put together a list of questions that may arise. I don't know if orientation is the time to deal with these, but I do know I have heard each question over my years working with young lawyers. Hope you find the list useful. |
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Successful Law Firms of the Future I frequently seek to learn lessons from other businesses that can be applied to the practice of law. After all, we represent businesses. As a result, their successes and failures are worthy of our understanding. |
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Law Firm Leadership Did you ever dream of being the best at something or playing for the best team? I always have. As a result, I have always wanted to learn what separates the best from those who are really good. |
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What We Can Learn from the Wizard of Westwood (John Wooden) What can a law firm learn from a former UCLA basketball team? If they pay attention, they can learn and apply the principles of success, how to win in the legal marketplace. The UCLA teams coached by John Wooden, "The Wizard of Westwood," remarkably won the NCAA championship 10 out of 11 years from 1964 through 1975, with a wide variety of different players and different teams. In those days there was no 45-second clock. Some teams tried to beat UCLA by stalling and holding the ball until the last second of the half. No matter what the opposition tried, UCLA prevailed. |
