Where is the Training?

In Altman Weil's 2017 survey on “Law Firms in Transition” which could be renamed, “Law Firms in Stagnation,” 386 law firms submitted data that depicts a sad state of business development in the legal industry. As I read the survey, from my particular perspective as a...

Step One: Start Now

There are lots of reasons lawyers should have a strategic business plan. Here are three: 1) It will formalize ideas and concepts, 2) It will keep you focused, and 3) It will help you establish timelines. Effective strategic plans are less about form and more about...

Time – You Can’t Get It Back

Time. It's the only thing (most) lawyers can bill for. Yet, many law firms overlook the value of time in the mind of the client. A great post from BTI Consulting's Mad Clientist Blog explains this in terms we can all understand. As the blog points out, "...wasting...

Staying in Touch — Systematically

My Simple Rules Rule #3: Stay in Touch Reading BTI Consulting's recent Mad Clientist Blog post "8 Habits of Highly-Profitable Firms,"  the second habit jumped out at me: "Engage in a continuing dialogue with clients about their business even when, and especially if,...