For many clients, the real first impression of outside counsel comes during the firm onboarding process. And unfortunately, many firms squander this incredible opportunity. Beyond checking for conflicts and signing an engagement letter, client onboarding is a chance to set the right tone as the work begins. A formalized onboarding process goes a long way […]
Wicker Park Group periodically revisits some of its most popular blog posts. This post was first published a year ago. In honor of Women’s History month, I wanted to write a blog post about business development for women. While many of the business development actions, approaches and challenges are universal to all lawyers, there are […]
Superbowl Sunday was just a few weeks ago. An estimated 113 million people tuned in to watch the two teams compete. Most of us know the game well, but I believe we can learn something from the practices, habits and behaviors of the best teams. While both teams spent hours preparing and practicing on the […]
The new year is in full swing, and now is the time to check in with your clients about their priorities for 2023: goals, challenges, budgets, areas of growth, metrics for success, etc. Ideally, you’re communicating with your clients regularly, but calendaring time (off the clock) to focus on the bigger strategic picture puts you […]
We had a busy weekend full of fall traditions. I met up with a group of girlfriends for an annual getaway, and we hosted our 7th annual Walk to Bust (Breast) Cancer, raising over $150,000 for families who are unable to afford care and screening. Lastly, my family made time to carve pumpkins with friends […]
I haven’t traveled abroad in a very long time and took a long-planned, twice-postponed trip to attend a yoga retreat in Morocco last month. It was an amazing experience to explore such a dramatically different culture and an excellent reminder of the many benefits of travel. So many of the lessons I was reminded of […]
I read (or, admittedly, scanned) the book Atomic Habits by James Clear two years ago. I enjoyed it, incorporating some of the concepts into my daily habits and recommending many of them to lawyers I was coaching. I loved some of the quotes, found the framework and suggestions to be attainable and generally thought almost […]
Wicker Park Group periodically revisits some of its most popular blog posts. This post, first published a year ago, still offers worthwhile reminders for pitching clients in today’s environment. We have worked closely with some of our law firm clients on how to pitch for new business in a video conference and remote environment, but firms […]
In recent months, we at Wicker Park Group have heard from some firms about the challenges posed by the significant number of RFPs being sent out from current and potential clients. While that can be a good problem to have, it can also be overwhelming. Follow these six tips before your respond, as you put […]
Spring is here, and while you take care of household chores, don’t forget to “spring clean” your client relationships. In the spirit of taking a step back and setting yourself up for a successful year, here are a few recommendations: Revisit your yearend plans. Every year in Q4, law firms develop their strategy plans, both […]
In honor of Women’s History month, I wanted to write a blog post about business development for women. While many of the business development actions, approaches and challenges are universal to all lawyers, there are some differences and insights worth pointing out. I see far too many women needing both information and inspiration—questioning whether they […]
As we continue to map client feedback to strategic client teams on behalf of our law firm clients, we have increasingly zeroed in on the themes and characteristics that drive client loyalty and lead to client retention and growth. Whether through one-on-one client interviews, electronic surveys or supporting existing firm client teams, we hear four […]
The LMA 2021 Annual Conference happened! It was good to be with colleagues and friends face to face to learn and share our experiences. One benefit of lighter attendance was the opportunity for many discussion-oriented sessions. On Saturday morning I attended a great workshop, “No Longer Taboo: Helping Lawyers Embrace the Power of Selling to […]
In our last post, we discussed types of clients to consider when launching a client feedback program. One of those potential feedback sources, alumni, offer a valuable and often overlooked voice that can be critically important to a client feedback program. Over the last several years, there has been significant movement of talent within law […]
While we slowly emerge from the chrysalis of COVID quarantine, clients and law firms are both grappling with the challenges of return-to-work policies and how to stay engaged with colleagues and advisors. While the logistics are uncertain, we may never meet with colleagues, clients and our trusted advisors in person and on a regular basis […]
I have noticed an interesting divide in the sentiments around “returning to normal” as they relate to the business world. Whether the comments are about getting back into the office, traveling for business again or actively thinking about reengaging in business development, many of our coaching calls and client interviews begin with the individual’s thoughts […]
Recent research from Harvard Business Review shows that our personal and professional networks have shrunk by almost 16% during the pandemic. For lawyers and firms, that presents not only a challenge to maintaining existing relationships but also a massive hurdle to developing business going forward. The good news? It’s not difficult to reverse these pandemic […]
The start of 2021 hasn’t been the miraculous return to normal or dramatic improvement we’d all hoped for, but I’m still grateful for many things—including my oldest godchild delivering a healthy baby boy on January 1 and my team, the Crimson Tide, defeating Ohio State and setting a record for the most college football national […]
It is hard to imagine a more anticipated New Year in our lifetime than 2021. Maybe 2000 and the frenzy of Y2K, but I think it is safe to say few people are sad to leave 2020 behind. At WPG, we spend our days talking to smart, diverse, driven professionals and hear a sense of […]
My mother has advanced heart failure and mild dementia. Her care needs have increased in the past few weeks, and I’ve been spending a lot of time with her. The other day, television news reports of Ruth Bader Ginsburg’s passing jolted my mother’s memories from the late ‘70s and early ‘80s. She may not have […]
My yoga studio has been offering virtual classes these past few months, and I’ve enjoyed rolling my mat out on the porch. I’ve been practicing regularly for more than fifteen years now and benefit physically, emotionally, socially and spiritually. During a recent class, my favorite instructor directed us to be deliberate and intentional about connecting […]
We recently received a very nice note from our youngest son’s baseball coach saying, “I’m bullish about his future, both on and off the field of baseball.” He talked about his potential, his attitude and maturity, his love for the sport and his willingness to work on his weaknesses and receive feedback. I don’t share […]
Wicker Park Group periodically revisits some of our most popular blog posts. This article, one of our most read last year, was originally posted in February 2018. When I ask a group of lawyers why they get hired, I usually get one of these default answers: “We’ve worked with them before.” “They trust us.” “We […]
You’ve heard phrases like “It’s a relationship business” or “It’s all about who you know” or “He/she just knows the right people” many times. In the last several months, I can think of at least 10 situations where my husband or I have helped someone get in the door, move up the pile, make an […]
Wicker Park Group periodically revisits some of our most popular blog posts. This article, one of our most read in 2019 so far, was originally posted in May. Wicker Park Group has recently conducted interviews with a number of rainmakers from different firms, and one of the clear differentiators among this group is their ability […]
During the last 12 years, we have conducted thousands of client feedback interviews. In preparing for those interviews, we talk to the relationship attorneys about, well, the relationship with the client. We ask about goals, successes, the people they work with and the teams that supports them. Inevitably, the conversation shifts to how we can […]
We conducted a business development training workshop last week that included one-on-one coaching with each of the participants. The purpose of the coaching sessions is to take the training, advice and exercises from the sessions and make them personal and relevant to each participant’s practice, prospects and clients. As part of the pre-work, we ask […]
As has become somewhat of a tradition here at Wicker Park Group, we use August as an opportunity to visit some essential themes in building client loyalty. So, it’s time to start planning for the end of summer and take stock of what law firms and more specifically individual lawyers can do to deliver extraordinary […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read in the past year, was originally posted in September 2018. The fall back-to-school time has always been a better time for me to incorporate new habits or routines than January. But no matter your preferred time […]
We are almost halfway through the 2019 year! Many of us will be headed to the beach, the lake or a planned family vacation soon. School is out, and the routines become less demanding. The days are longer, but the office is often a bit quieter and slower. It can be the perfect time to […]
Wicker Park Group has recently conducted interviews with a number of rainmakers from different firms, and one of the clear differentiators among this group is their ability to weave business development into day-to-day work. These are very busy lawyers, but they still manage to multitask and achieve the small client touchpoints that lead to new […]
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 […]
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 […]
Some people love attending industry conferences and events to network, get out of the office and learn something new. Others dread the scene entirely. But regardless of your attitude, conferences can be a rare opportunity to connect with clients, prospects and referral sources all in the same place. Follow these six tips to make the […]
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 […]
The fall back-to-school time has always been a better time for me to incorporate new habits or routines than January. I’ve never been one to make New Year’s resolutions. There is something about the shift from carefree, long and hot summer days to shorter, crisp fall days that seems to encourage a back-to-business attitude. So […]
Last week, I had the pleasure of conducting a workshop at a law firm on how to moderate a panel. It’s an unusual topic but one that comes up over and over again at firms. Too often, partners and associates are tasked with speaking at industry conferences—as stand-alone presenters, on panels and leading panels. In […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of our most read in the first half of this year, originally appeared in February. When I ask a group of lawyers why they get hired, I usually get one of these default answers: “We’ve worked with them before.” “They trust us.” […]
Many of the attorneys we coach rely too heavily on “entertainment” as their primary business development activity. While sharing a meal, playing golf or attending an event together can be a very effective way to strengthen client relationships, random acts of entertainment will not result in business development success. Many clients bemoan any additional invitations […]
It is hard to believe that we are halfway through 2018. Time flies when you are having fun! Many of you have vacations planned over the next several months, and summer is a perfect time to step back and assess what you are doing well and where you might need to check in with your […]
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 […]
As some of you know, my family has undertaken a fairly extensive home construction project that involves digging out a basement and adding 1,400 square feet of livable space. The selection process for choosing our architect, builder and finishing crew reminded me of how in-house counsel talk about their selection of outside counsel. We asked […]
When I ask a group of lawyers why they get hired, I usually get one of these default answers: “We’ve worked with them before.” “They trust us.” “We have the resources they expect.” “We are great lawyers at a great firm.” Yes, and no. Clients hire lawyers that can say all of the above. But […]
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 […]
Building client loyalty—particularly in this legal environment—takes real effort. You need to design your clients’ experiences, and that must incorporate the voice of the client. This May 21-23, join Wicker Park Group in attending CXps 2018 (Client Experience in Professional Services) and learn how to design client experiences that succeed. Learn more and register here.
Adaptability. In every conversation I have with in-house counsel and the lawyers who support and serve them, the single most important trait clients value and lawyers pride themselves on is adaptability. Often other words are used to describe this highly valued trait, but it really comes down to adaptability as the key to successful relationships. […]
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 […]
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 […]
Last week, we spent two days facilitating business development workshops for two different groups of attorneys at one law firm. The participants came from different offices and practice areas, and there was a diverse mix of experience levels, comfort with business development and communication styles. At the end of each day’s learning, we asked participants […]
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 […]
At a recent leadership roundtable event, WPG facilitated a discussion among managing partners and firm leaders on what they most need from CMOs and marketing teams. The ideas that came out of the discussion aren’t earth shattering—but they are the most essential (and often unsaid) ways in which marketing teams propel their firms forward. The […]
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 […]
Firms today are missing out on work because they’re failing to invest in a hugely important client contact: the in-house legal operations professional. Building relationships with GCs and in-house counsel is very valuable, but it often fails to translate into more work if you’re not also communicating regularly with the director of legal operations team. […]
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 […]
For the last decade, we have worked with firms to launch, lead, develop and support client feedback interviews. And in almost every firm, the managing partner or chair is either already conducting relationship visits or planning to do them as soon as possible. They often come to us to discuss how to both train the […]
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 […]
Albeit unplanned and a bit happenstance, I have been interviewing quite a few alumni of our law firm clients. Alumni are great interview candidates for many reasons. They have insights and perceptions that go beyond the average firm client. They have “experienced both sides” and have an appreciation of what they would do differently. They […]
We have quite a few clients in the process of updating their websites and/or going through a brand overhaul. As many of you know, it is a massive undertaking both from a time and money perspective. But it is also a perfect opportunity to offer clarity to the marketplace on what your firm and lawyers […]
It happens. General counsel get fired—and sometimes fired very publicly. And law firms are rarely prepared for the unexpected people changes at their clients, let alone have a clear plan as to how they might impact the work and the larger client relationship. Ironically, law firms spend significant time thinking about what may happen if […]
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 […]
Wicker Park Group recently had the opportunity to speak with Doug Luftman, the Chief Innovation Officer and General Counsel at Lecorpio. He shared insights on what GCs are looking for from outside counsel and how to develop and strengthen those relationships. Luftman said, “The most valuable thing is outside counsel being savvy about my business and having true […]
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 […]
Wayne Gretzky is famous for being one of the greatest hockey players in history. He is also known for inspiring thousands with his quotes. One of my favorite Gretzky quotes is: “I skate to where the puck is going to be, not to where it has been.” It is simple but incredibly powerful and exactly […]
In my work over the past year with individual associates and partners on client business development, I have noticed several common themes that are worth sharing: 1. In law practice client development, many lawyers are asking for a business development “template” to simply read and follow. To that, I repeat our mantra: “One size fits […]
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 […]
I recently conducted an interview that reminded me of one of my favorite client feedback interview experiences and the importance of knowing your clients’ legal budgets. As part of the interview process, we always conduct a prep interview with the relationship lawyer and key individuals working with the client. We ask about the history of […]
I began my legal career like the majority of law school graduates—by joining a law firm as a fresh-faced associate. My primary job responsibilities were to represent the firm’s financial institution clients in litigation matters. I had no assigned business development duties other than to keep our clients happy with our legal services. After twelve […]
In my career, I have had the opportunity to be general counsel for a bank holding company, a large state medical center and a state bar association. Each entity was different in terms of its leadership and operating procedures. However, there were certain common principles that guided outside counsel selection. Keep these mandates in mind […]
Not long after I made the move from law firm practice to general counsel at a Texas financial institution, I observed that the senior executives at our holding company (the key decisionmakers) all had internal people within the bank who served as “coaches.” These coaches were not the ultimate decisionmakers within the bank regarding projects […]
One of the most challenging jobs any general counsel encounters is guiding the company through litigation-related decisions. This process involves determining the company’s goals in the disputed matter, setting any budgeting constraints, choosing outside litigation counsel, assessing how much control and personal involvement in-house counsel and management want in the litigation, keeping company management informed […]
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 […]
How much time do you typically spend each month seeking new clients? If you’re like many other firm lawyers, you are devoting great blocks of time to RFPs, speaking engagements, industry conferences, entertainment and much more in an effort to develop new client relationships. All of those activities are valuable and important, but you are […]
January 17 has been designated Ditch New Year’s Resolutions Day because that is about how long most people who make resolutions actually stick with them. According to research conducted by Statistic Brain, only 8% of resolution makers are successful with their resolutions. That’s a pretty sad success rate. According to Timothy Pychyl, a professor of psychology […]
Alternative fee arrangements (AFAs) are often studied, often debated and only sometimes tried. But with clients becoming more sophisticated in their choice of outside counsel and use of fee arrangements, you need to be prepared to answer this question: “Can we use an alternative fee arrangement rather than hourly billing in the matter your firm […]
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 […]
Towards the end of the year, our interview schedules slow down and we spend our days developing new content, cleaning up files and planning for the New Year. It is a great time to reflect and focus. A recent week of events made me realize the value of something we often take for granted: The […]
In my annual year-end scramble to obtain the required Continuing Legal Education credits, I attended a GC panel hosted by our local Legal Marketing Association. As the moderator asked the panel members questions about how they purchase legal services, the same response came up over and over: Relationships are the key. Early in the discussion […]
I believe many—if not most—lawyers choose to attend law school in part because they hate the idea of having to sell something. They go to law school to learn about the complex system of laws and rules and the subtleties of the practice of law. The thought of selling yourself, your practice group or your […]
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, […]
We often hear that business development is a contact sport, and there is validity to that comment. The more face-to-face interaction you have with current and potential clients, the more likely you are to be at the top of their lists when they need legal services. However, when we at Wicker Park Group work with […]
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 […]
In the process of preparing for client interviews, we often get asked to obtain the opinions, interest or perceived value of the firm’s newsletters. It is a good question and worth asking given how much time your firm, staff and lawyers spend writing articles. To be candid, the answers range. Many interviewees cannot recall if […]
Last month, I spent two days with my dear friend Sanju Kripalani at Wicker Park Group’s annual client event. Sanju has one of those careers that very well may be unique to him: pedigreed education, New York law firm, Portland partner, DJ, marketing partner, patron of the arts, club owner, general counsel, yachtsman and now, […]
Telling a great story is often the difference between being listened to and being heard. In law firms, you are potentially telling a great story whether you are pitching to a client, negotiating compensation or winning over leadership in the quest for resources and support. Outside of law firms we tell stories for many reasons, including […]
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 […]
If you ask most legal marketing professionals about their top pain point and/or worst use of resources, lawyer rankings and awards always rise to the top. They are growing in popularity and awareness, and the time demands to do them well are considerable. However, despite the thousands of interviews Wicker Park Group has conducted over […]
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 […]
I’ve conducted quite a few interviews recently where the client contact was previously an associate at the firm. It creates an interesting dynamic and is something very important to consider as the marketplace and industry evolve. Years ago, lawyers “grew up” in firms. They entered as associates, climbed the corporate ladder and then became partners. […]
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 […]
In its 2014 “Global Trust in Advertising” report, market research giant Nielson Company found that 92% of consumers worldwide trust recommendations over all other forms of advertising. That is up 18% since 2007. Based on Wicker Park Group’s body of client feedback interviews from the same time period, it is likely that an even higher […]