Business Development

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Business Development Skills and the Billable Hour

By David Cruickshank

I recently reviewed a small firm’s Associate Guidebook. In describing the firm’s expectations of associates, two-thirds of the […]

Business Development: Strategic Client Relationship Management

By Shirley Anne Fortina

Remember the old adage “The Client is King”? Put more baldly, the reason your business remains in existence is […]

Trade Associations, Conferences, and Events: Creating Warmth and “Reach” Out of Thin Air

By Mike White

“Oh, how I hate cocktail receptions . . .” “If my practice group leader berates me about attending […]

Successful Succession

By Sam Coupland

As has been predicted for a while now, the legal profession is undergoing a significant transfer of ownership […]

Building Trust: The Inviolable Rule

By Sean Larkan

With all the attention given to the external forces bringing about change and impacting the legal profession, we […]

Helping Partners Jump Hurdles

By Nick Jarrett-Kerr

Just about every law firm strategic plan requires some degree of business development planning and activities. For three […]

Know Your Buyer, Know Client’s Internal Clients

By Mike White

At the risk of expressing pablum, KNOW YOUR BUYERS! More importantly, KNOW THE INTERNAL CLIENTS OF YOUR BUYERS! […]

Eight Reasons for Optimism

By Neil Oakes

There has been no shortage of pessimistic predictions for the future of legal practice. Issues such as graduate […]

Due Diligence: What to look for under the hood

By Sam Coupland

In recent months I have been working with a number of firms going through the process of either […]

The Changing Nature of “Leverage”

By Neil Oakes

Ten years ago, profitability was relatively straightforward: leverage, price and productivity, right? The more the better. Ten years ago, […]