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 […]
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 […]
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 […]
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 […]
My wife and I were on vacation last week. She and I have many things in common, including the fact that we both work for law firms and both own our businesses. She has a great team that supports her, and I have the world’s most amazing partners. We also both love our all-too-infrequent vacations […]
Tara Weintritt, Partner, Wicker Park Group Daniel H. Weintraub, Managing Director and General Counsel, Audax Group Here at Wicker Park Group, we have been interviewing clients on behalf of law firms for over a decade. The feedback has evolved after more than 3,000 interviews, but the core messages are similar. Clients want you to spend […]
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 […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, our most read in 2017, was originally posted in November. Those readers familiar with Wicker Park Group are aware of our key theme in 2017: Adding Value. For those of you new to the concept, adding value is one of the […]
I recently helped a former colleague explore new job opportunities, and I was reminded of how often we rely on making connections. We network both professionally and personally constantly: seeking a new client, finding a recommended doctor, getting tickets to a sought-after event or finding the right office space. The list could go on and […]
Those readers familiar with Wicker Park Group are aware of our key theme in 2017: Adding Value. For those of you new to the concept, adding value is one of the most important qualities necessary to building long-term, trusting, meaningful client relationships. Clients routinely mention adding value as one of the key differentiators of their […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 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 […]
Restaurateur Danny Meyer has been delighting diners in New York City since he opened Union Square Cafe in 1985. Thirty years and 15 restaurant concepts later, he and his team at Union Square Hospitality Group (USHG) have perfected the art of “enlightened hospitality.” Their mission is simple: “To delight our guests through such unparalleled hospitality, […]
Knowing that word of mouth referrals dominate attorney and law firm hiring decisions, Stinson Leonard Street decided to accelerate their understanding of the firm’s referability. Adding to their already robust client feedback efforts which include regular leadership visits, internal and third party conducted in-person and telephone client interviews, and a client advisory panel; the firm […]