Four ways to Ensure Success in Hiring New Partners
By Nick Jarrett-Kerr, March 31, 2021
Lateral hiring in professional service firms has an uneven track record. Statistics consistently show that hiring a ready-made partner from another firm often results in disappointment both for the firm hiring them and in terms of the new partner's own expectations.
Move the Goalposts and Make Prospect Risk Aversion Your Friend
By Mike White, March 23, 2021
Whether you're a strategy consulting firm or a law firm, "difference in kind" persuasion requires big "goalpost moving"- you're going to need to get prospects to look at their problem and the opportunity fundamentally different from the way they are likely looking at it when they present it to you. If you "move the goalposts" you win; if you allow them to lazily accept the framing they brought with them before talking to consultants you likely won't win.
Leadership: Agility in the Face of Fragility
By Gerry Riskin, March 17, 2021
Leaders who ignore the fragility of themselves and those with whom they interact may soon realize that complacency leads to anxiety or panic.
Resolving Conflict: Trouble at the Top and Why it’s sometimes best to part company
By Jonathan Middleburgh, March 9, 2021
I have written previously (in an article in the Edge Communiqué entitled ‘Law Firm Armaggedon: How a major Law Firm nearly imploded and how the conflict was resolved’) about how the survival of law firms sometimes requires the capacity to resolve senior-level conflict. In that article I shared the story of one such conflict and how it was resolved through a long and difficult resolution process.