Last week, I cohosted a workshop with Elevate founder, chairman and CEO Liam Brown at the 2020 College of Law Practice Management annual Futures Conference on “Breaking Away from Tradition to Become a Forward-Thinking, Client/Customer-Oriented Organization.” The setup for our session was a deep dive on innovation in the legal ecosystem, and we wanted to focus […]
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 […]
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 […]
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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]
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 […]
Part 1: Intro to the Grid In this multi-part series, we explore the basics of creating an integrated business development training curriculum. We know lawyers are incredibly busy people. And we also know lawyers, like everyone else, each learn differently. These two facts—lack of time and individual learning styles—reinforce the need for firms to create […]
Join me and Sandy Williams, Client Service Partner at Foley & Lardner and leader of the initiative and others to learn how your firm or corporation can get beyond the alternative fee discussion and toward superior client service: Doug Chia, Senior Counsel & Assistant Corporate Secretary, Johnson & Johnson, New Brunswick, NJ Doug provides legal […]
Using Client Feedback and Opinions to Develop Winning Service Strategies April 23, 2009University of Chicago Gleacher CenterChicago, IL The most successful law firms have the deepest relationships with their clients. Most often those relationships are based on in-depth feedback programs and are tied to higher client retention and increased profitability. This unique master class is […]