Many of you have probably attended a school orientation meeting recently. We moved our college sophomore into her dorm this weekend ahead of most students’ arrival because she will be part of the freshman orientation leadership team. This private liberal arts school does a really remarkable job of preparing hundreds of wide-eyed 18- and 19-year-olds […]
This is the second post in our 2019 Summer Reading Series. The first post, about driving client loyalty, can be found here. Gatherings. It’s what we do. In the past three weeks, I have hosted seven sets of houseguests in our home. Most are friends and their families arriving in the mountains of Western North […]
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 […]
This is not intended to be a post about traditional New Year’s resolutions but is a post on some things every lawyer interested in client service should think about and act on now. One of the most frequent topics to come out of both client feedback interviews and our work with individual lawyers and client […]
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. […]
At WPG, we read (and listen) a lot. We read online resources like business and legal publications and listen to podcasts and audiobooks. I personally like good old-fashioned books and just finished The Culture Code. In it, Daniel Coyle unravels the secrets of highly successful and high-performing groups and offers some great tips and tools […]
In 2016, we shared a popular blog post about the four rules of loyalty laid out by Peter Shankman in his book Zombie Loyalists, which is a study in how to create rabid fans. The legal landscape is changing rapidly, but these essential strategies to build loyalty remain relevant and are worth sharing again. Be transparent. While it was much […]
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 […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read in 2017, was originally posted in October. It is budget season for most AmLaw 200 firms, and most of our clients are evaluating their budgets from last year and reevaluating initiatives, priorities and money spent. We […]
This post was originally published in November 2014, but the tips are still relevant and valuable as we enter into the final weeks of the year. Happy Thanksgiving from Wicker Park Group! Here at WPG, Thanksgiving is one of our favorite holidays. It allows for cherished time with friends and family. Most of us, at […]
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 […]
It is budget season for most AmLaw 200 firms, and most of our clients are evaluating their budgets from last year and reevaluating initiatives, priorities and money spent. We are seeing a few trends from our clients regarding priorities in 2018: Client feedback is at the forefront and driving strategy, growth and priorities at leading […]
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 […]
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. […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the fifth article in the series. You can find the first article about how to choose clients for feedback here, the second article about the importance of preparation here, the third article about who […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the fourth article in the series. You can find the first article about how to choose clients for feedback here, the second article about the importance of preparation here and the third […]
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 […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the third article in the series. You can find the first article about how to choose clients for feedback here and the second article about the importance of preparation here. Most […]
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 […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the second article in the series. You can find the first article about how to choose clients for feedback here. Whether conducting interviews face to face or via telephone, we recommend […]
Wicker Park Group is revisiting some of the essential processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the first article in the series. Check back regularly for updated entries. Unless you have unlimited time and resources, it is impossible to visit or call every single firm client […]
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, originally posted in June, was one of this year’s most read posts. Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I […]
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 […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, from November 2015, was one of last year’s most read posts. There seems to be a theme with our clients these past few months: change. We have three different clients who recently hired new CMOs, and there are significant changes […]
I recently had the opportunity to perform my civic duty as a juror. While the timing was inconvenient and the case not all that interesting, the experience provided a great perspective on the dramatic impact of strong communication and meeting facilitation skills. The case was relatively short, and there were only three witnesses called. 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 […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, from November 2015, was one of last year’s most read posts. “While our attorney conveys knowledge and supervises other attorneys, we don’t see a successor. But we don’t see one in any law firm. There is no incentive to do […]
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 […]
As mentioned in a recent blog post, we at Wicker Park Group love to read and love to share favorites with each other and with clients. Amid the many excellent books that address the client experience, we picked one particularly standout book to share with clients this year: Zombie Loyalists by Peter Shankman. Zombie Loyalists […]
Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I don’t know which internal medicine physicians have the best skills and experience. But I do know from personal experience which doctors sincerely care about my […]
Law firms love meetings. And in most law firms, meetings are ineffective because of broken structures, focus and outcomes. Let’s point out of the obvious: Firms ask individuals who are the busiest, the most critical to the firm’s success and often the most productive to attend too many meetings. Firms conduct a significant number of […]
“When I select attorneys to handle a matter, I really look for a team. I want the leader to be familiar with the case and giving people direction. I don’t expect him to get in the nitty-gritty from day one, but you do really need a very smart guy to be in the details and […]
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 […]
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 […]
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 […]
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 […]
There seems to be a theme with our clients these past few months: change. We have three different clients who recently hired new CMOs, and there are significant changes in the managing partner and chairman roles of law firms. Furthermore, we have conducted quite a few interviews with individuals who are new to their company […]
“While our attorney conveys knowledge and supervises other attorneys, we don’t see a successor. But we don’t see one in any law firm. There is no incentive to do it.” Succession planning is one of those recurring issues that Wicker Park Group hears about regularly while conducting client feedback interviews. Whether due to a […]
It is a rare gift for a lawyer who has spent an entire career solving clients’ problems to be able to sit down with a client, truly listen to the client’s assessment of the relationship, get feedback and—most importantly—act on the feedback. As a consequence, law firms often confuse client feedback interviews with “thank you” […]
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 […]