Client Relationships

Culture kills business development faster than anything else. The best rainmakers know it instantly – and they don’t fix it. They leave – or stop playing by your rules. More than 1,000 attorneys describe their business development culture in one of 3 ways: Strategically supportive Functional Chaotic and unfocused The…

Every winning business development behavior begins with the same trigger: an attorney listening beyond the words. Most lawyers think they’re doing this. Clients disagree. This is the dividing line of business development. This Super Listening is the first – and most critical – of 6 business development activities clients use…

Law firm language is a lagging indicator. Economics and behavior shift first. Vocabulary follows. We are trading polite fictions for professional truths. Once the language changes, the culture rarely goes back. And the biggest truth is this: The center of gravity has moved. From the Institution to the Individual. You…

Behavior follows confidence. New results from more than 1,000 partner survey responses reveal a Confidence Sinkhole blocking high-velocity business development. Any partner who doesn’t believe they can develop business won’t. They will cling to one of thousands of reasons not to. It’s easy. Our survey reveals the sinkholes are uneven…

Remember the childhood game where one person leaves the room, a secret leader is chosen, and everyone imitates their moves while the “detective” tries to guess who’s running the show? Fun when you’re eight. Alarming when you’re a corporate counsel staring at a half-dozen partners billing on the same matter.…