After 40+ years working with college students, accountants and lawyers. After a career collaborating with hundreds of clients, colleagues, co-workers and friends. After countless meetings and calls and committees and programs, I am retiring—mostly. Thank you. To my friends, mentors and colleagues for your encouragement and guidance, particularly at those times when I needed it […]
This is my last year as a law firm consultant. I’ve enjoyed the work (or at least most of it), but I’m ready to transition to a new set of goals and aspirations. Facing this life change has left me reflecting on the leaders who encouraged and shaped my success over the years. As leaders […]
Fifteen years ago, celebrated business guru Jim Collins published Good to Great with the help of a team of researchers. The book is widely regarded as a modern classic of management theory. The author tracked 28 successful companies in an attempt to uncover those characteristics that separate great companies from good companies. What makes a […]
As anyone who knows Wicker Park will testify, client success is defined by client satisfaction. Clients, according to WPG, want three things: Solve my problem (or opportunity); Make my life easier; and I want to like you. Allow me to share three examples of simple customer service that surprised and delighted me and made my […]
True story (so I am told): A young billionaire—let’s call him Bill—was given the opportunity to pitch to the owners of a major sports league. Bill’s purpose was to convince the owners to expand the league and add a team in Bill’s hometown. The presentation was impressive. Bill assured the group that he could provide […]
For most of my 30 years in professional services marketing and business development, I worked in house. It took many years for the profession to remove the stigma of marketing and business development support as unprofessional and unnecessary. I understood early on that in order to be successful (and remain sane), my team and I […]
After graduate school and prior to attending law school, I taught college-level communications and theater arts for four years. What I enjoyed and remember most during those early years in my career was witnessing firsthand when a student would have an “aha” moment—understanding a concept or delivering a speech to an appreciative audience or nailing […]
While preparing for the recent three-part blog posts on retirement and client succession planning, I reached out to the Wicker Park Partners for their advice on the best ways for a senior partner to transfer client responsibility to a junior or mid-level partner. Not surprisingly, they emphasized the critical importance of client participation in the process. […]
This is the third post in a three-part series on succession planning. You can find the first post here and the second post here. Many senior lawyers are not receptive to the notion of retirement, which makes the succession/transfer of clients to younger partners difficult to say the least. As I noted in a previous […]
This is the second post in a three-part series on succession planning. The first post was published in May. When is the best time to retire? It’s a complicated question with no cookie-cutter answers. Timing may be the most important ingredient in a successful retirement—and client transfer—recipe. This is particularly true for law firms. Many […]
This is the first post in a three-part series on succession planning. I’m currently working with a young partner at a Midwest firm of 300+ attorneys. Her business development plans include what she calls her “inheritance strategy.” As the name implies, she is working with a senior partner to acquire his clients when he retires. Yet, […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post originally appeared in May 2017. At Wicker Park Group, we conduct many business development workshops each year and believe strongly in the value of case studies as the best way for attorneys, usually acting in groups, to practice “meeting” with a […]
Whenever I attend a conference, tradeshow or social gathering with people I have yet to meet, I make it a point to try and add a few new friends or professional contacts to my network. Sound familiar? Yet it is not unusual for me to forget the name of a new acquaintance. I am often […]
It was fourteen years ago, while CMO at a fast-growing law firm, that I interviewed—and eventually hired—one of the best sales professionals in the legal industry. Our candidate was introduced to me by a partner at the firm who understood the value a sales professional could bring to the success of the firm. Hiring new […]
Throughout my many years working with law firms, I have found that interactive games can be a welcome addition to any firm retreat. In particular, games that help lawyers learn more about their colleagues are often more effective than traditional practice group panel presentations. As firms grow and change, it is important for individuals to […]
As part of a recent business development workshop, we invited a friend (we will call him Bob) who is the “partnership partner” for a well-known venture capital fund to serve as the “prospect” for our case study. The context for the case study was intentionally sketchy because our prospect was neither responsible for—nor likely much […]
Last week, I taught a public speaking class to a group of five first-year associates at a mid-sized law firm. All of the associates were fast approaching—or initially enjoying—their 30s. They were smart, energetic and happy to be in a reputable firm with a good-paying position to help defray law school debt. As we reflected […]
This is the third of three posts on introductions. In our first post, we focused on introduction fundamentals of effective in-person introductions. Introductions are personal, positive and connective. They build goodwill with very little effort. Most rainmakers are good networkers, in no small part because they know how to connect people through introductions. Introductions are […]
This is the second of three posts on the value of effective introduction skills. Read the first one, The Importance of a Good Introduction, here. Twenty years ago, I was working as the business development director for the Portland Office of Cooper & Lybrand, the international accounting firm that merged to form PricewaterhouseCoopers. The office […]
This is the first blog in a three-part series on the value of introductions and how good introduction skills lead to better client service and new business. Check back soon for the second installment. Introductions are everywhere. Think about it: Who among us doesn’t enjoy introducing our friends and colleagues to each other? It’s easy, it’s fun […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, originally posted in June 2016, was one of last year’s most read posts. I am a devoted fan of National Public Radio and suspect many who are reading this post also find their news stories both informative and memorable. Nina […]
It is the rare firm these days that does not offer some form of career and/or business development coaching services to its attorneys. Just about everyone in legal marketing has been asked to “coach” lawyers. Often, however, coaching attorneys in business development is easier said than done. And it can be complicated when succession issues […]
If you are like me, most weeks you find and save an article or two about legal marketing and business development. This past week, while sifting through the stack, I was reminded of a scene from the movie Finding Forrester. Released in 2000, it is the story of an unlikely friendship between a reclusive writer […]
At Wicker Park Group, we conduct many business development workshops each year and believe strongly in the value of case studies as the best way for attorneys, usually acting in groups, to practice “meeting” with a client prospect for the purpose of developing rapport. Consistently, the experience is eye-opening. In practice, most lawyers spend too […]
At the beginning of 2015, I was given the great opportunity to become a strategic partner with the Wicker Park Group, the preeminent firm focused on client feedback in the legal industry today. At our first meeting, I asked the group: “After more than 2,000 client feedback interviews, what is it that clients care about […]
As an alum of Chico State in California, I get the college’s newsletter a few times each year. I recently received one that caught my eye and reminded me of my current work training lawyers on business development. The business school staged a “Sweet Sixteen” competition that tested students’ strategic selling skills. The students, all […]
Many years ago, one of my prior firms looked to hire its first business development “lead generator.” The candidate we selected had graduated from law school and served as a client of the firm. He had an impressive network of contacts and understood his role—linking potential clients with attorneys at the firm. To avoid potential […]
As is customary, the New Year brings with it a variety of resolutions, plans and promises. As such, this is a great time to outline and schedule business development training for the year. Along with the traditional marketing and communication responsibilities, today’s CMOs are expected to oversee new and evolving business development and sales initiatives, […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, from October 2015, was one of last year’s most read posts. In a recent post, we discussed the value of using stories in pitching you, your firm and what sets you apart. The value of telling your story was also mentioned in […]
The election of Donald Trump as President has sent shock waves around the world. Indeed, the unexpected outcome has created many questions and much uncertainty about what will happen in the next few months and years. What opportunities does this transition of power to a business executive with strong conservative leanings but no government experience […]
Every Saturday morning, five baby boomers including myself join together for a 4- to 5-mile run. We’re not fast, but we are committed and make it whenever we can. Four of us work in legal: one is a solo practitioner, two work in different mid-size firms and me (the token business development consultant). Bob, the […]
One of the most important and sometimes overlooked skills associates need to perfect is the ability to lead/facilitate a variety of group meetings and discussions. Presentations to practice and industry group colleagues, pitches to prospects and business meetings with clients are just a few of the more common situations that demand effective leadership/facilitation skills. Leading […]
Early in my law firm marketing career, I held an in-house position at a Pacific Northwest law firm of approximately 150 lawyers. I was asked to speak at the firm retreat. I shaped my presentation around the basics: Focus on relationships, distinguish yourself through client service and always be responsive. As I opened the floor […]
Part Two in a series devoted to presentation skills. Read the previous post on teaching presentation skills here. I am a devoted fan of National Public Radio and suspect many who are reading this post also find their news stories both informative and memorable. Nina Totenberg, who covers the Supreme Court, is a particular favorite of mine. […]
Whether the situation calls for a young associate to explain the applicability of a new statute to colleagues, a partner to present a client proposal or an industry group chair to deliver the keynote address at a conference, all lawyers must be able to deliver an effective group presentation. Indeed, the ability to prepare for […]
We play and watch games throughout our lives. Own a frequent flyer card? You qualify as a player. Buy an occasional lottery ticket? Play recreational sports or video games? Yep, you’re a player. Games are everywhere in our culture, and they can be an effective tool to help lawyers succeed at business development. After all, […]
You’ve recruited good candidates for business development, and they’ve participated in a productive group training program. So what’s the next step to success? After participating in the group program, your lawyers are ready for one-on-one coaching sessions in order to adapt what they’ve learned and make it relevant to their individual practices. One-on-one sessions work […]
Business Development coaching takes time. It takes money. And it takes a lot of effort and dedication on the part of the firm, the coach and the lawyer. Ideally, firms are confident from the outset that the investment in coaching is worthwhile and the coaching candidates will take advantage of the opportunities. Otherwise, everyone ends […]
As you kick off 2016, consider a few fresh training exercises for use at firm retreats or other gatherings. Experiential, active training has become a top priority for law schools and is also highly valuable in the development of a lawyer’s skills regardless of age or experience level. For law firms, interactive application exercises can […]
Earlier this year, a CMO friend asked for help designing and delivering a two-hour session on business development at the annual women partners’ retreat. Business development had been a topic at every retreat for a number of years with mixed success, so the CMO, Tara Weintritt and I decided to identify five influential women partners […]
In a recent post, we discussed the value of using stories in pitching you, your firm and what sets you apart. The value of telling your story was also mentioned in an insightful series of tweets posted by Google Ventures partner Rick Klau a few months ago. Klau, an entrepreneur familiar with the legal marketspace, […]
In recent decades, many firms have embraced the transition of certain administrative and management duties such as pricing, project management and process improvement from the attorneys to professional staff. Yet there is continued reluctance to the hiring of client-facing business development (i.e. sales) staff. Why does this reluctance to sales support still exist? And how […]
There is an old Peanuts comic strip featuring Charlie Brown and Lucy that resonated with me when I began working with professionals on business development for the first time. In it, Lucy—the psychiatrist who is “IN”—is trying to help a befuddled Charlie Brown get his life in order. Lucy says to Charlie: “Life is like […]
As we discussed in a recent post, the significant benefits that come from working with a business development coach include a personalized business development plan, accountability and access to fresh ideas. Identifying the right coach for your particular situation is the first, and often the most important, step in working with a coach. Take a […]
Everyone benefits from coaching. It’s rare to find any high achiever who doesn’t look to a coach for candor, reassurance and advice. Professional athletes, entertainers, CEOs and others at the top of their game often employ multiple coaches to stay fit and focused. In a similar manner, individual business development coaching helps lawyers focus on […]
Client Service That Sets You Apart In this multi-part series, we explore the components of an integrated business development training curriculum. Click here to read our previous posts: Part 1 (Intro to the Matrix), Part 2 (Product Knowledge), Part 3 (Interpersonal Skills) and Part 4 (Reputation). Over the past two months, we’ve detailed strategies for […]
Building a Distinctive Reputation In this multi-part series, we explore the components of an integrated business development training curriculum. Click here to read our previous posts: Part 1 (Intro to the Matrix), Part 2 (Product Knowledge) and Part 3 (Interpersonal Skills). Recently, while preparing for a group retreat, I asked a few senior associates to […]
Interpersonal Skills: The Foundation for Strong Relationships In this multi-part series, we explore the basics of creating an integrated business development training curriculum. Read Part 1 here and Part 2 here. Developing a successful client relationship often requires lawyers to pass what we will refer to as the “chemistry test,” a visceral combination of requirements, […]
Product Knowledge: One Key to Successful Cross-selling In this multi-part series, we explore the basics of creating an integrated business development training curriculum. Read Part 1 here. My oldest son Jess is a gifted sales professional. The best advice he shared with me? “Dad, if you want to be successful in sales, you must first know […]