Does your firm regularly wrestle with measuring return when it comes to business development efforts? If so, you’re far from alone. At least one reason is that for many firms, the pursuit of new business is not aligned with any overall, longer-than-this-year strategic plan — one that is guided by a set of core principles, … Continue Reading
If your firm is like most, the pursuit of lateral partners is a critical piece of your growth plan, and you invest in it disproportionately. But unless yours is an exception, the effort under-delivers. Consider data highlighted in a January article from ALM, authored by Nicholas Bruch, Michael A. Ellenhorn and Howard Rosenberg. In the … Continue Reading
Leverage is an often used buzz word when business conversations focus on productivity, growth and profitability. Oxford Dictionaries define it as the exertion of force by means of a lever. In practical and slightly less mechanical terms — it is the use of resources at your disposal to change the equation that shapes the your … Continue Reading
I remember when we used to be able to disagree with each other. We could have a debate, and go home friends. We could work alongside others, and even build a community with folks with whom we shared differing views. Things weren’t perfect, for sure; but it wasn’t unheard of for diverse groups to manage … Continue Reading
In 2001 Erik Weihenmayer reached the peak of Mount Everest — an impressive feat in-and-of itself. But one thing should be noted: Erik is blind. I first learned of his story several years ago, and was reminded of it thanks to a recent story on NBC’s Today Show. But Everest is only part of the story. … Continue Reading
At some point, given the right topic, almost everyone will have a moment worth sharing. The challenge, at least as it relates to productive dialogue, is that many of us believe the frequency and scope of our insight is so grand as to warrant the lion’s share of attention in any given room. But when … Continue Reading
Some accomplish it with a pen — mightier-than-any-sword. Some with eloquent oratory. For some the tool is as simple as an invitation — how may I help you? Or the offer of a cup of cold water A few speak volumes with the sheer force of example. Whatever the avenue or methodology, the voice of real leaders encourages … Continue Reading
Whether a new enterprise or a venerable brand, the realities of a market in transition are most likely having an effect on your firm. Responses to Altman Weil’s 2018 Law Firms In Transition Survey underscore the magnitude. 49% of responding firms failed to meet billable hour targets in 2017 59% say equity partners are under … Continue Reading
We can talk about it until we’re blue in the face. We may write about it, design programs and build entire initiatives around it. If we have enough juice we might be able to insist on a moniker or title that insinuates we have arrived. But when it comes to what it really means to be … Continue Reading
Vision is the lifeblood of any march toward the future. Without it, the status quo offers a comfort zone that is difficult to give up — especially when things have been pretty darn good for a very long time. Before we go further we should clarify terms. A Vision is not about a 100-word so-called … Continue Reading
Title, office location or size, number of direct reports and not even hiring and firing authority guarantees that one is a leader. The greatest leaders we encounter are not defined by trappings. This reality often hits hard at the peak of disruption or crisis, when what is needed is leaders who have what it takes … Continue Reading
In his book, Leaders Eat Last, Simon Sinek bases the title on a practice of the US Marines. When gathered to eat, the enlisted members of the group are first in line, while officers wait until everyone else has been served. The book is, in my view a must read. But here is a timely … Continue Reading
In his book Leaders Eat Last, Simon Sinek sets the bar for what defines a leader. The book as well as Sinek’s TED Talks should be required for anyone aspiring to a leadership role. In short, the author suggests that the real measure of an effective leader is the degree to which she inspires a … Continue Reading
There is still time to give a gift that can change everything in the coming days, weeks and throughout the new year. The gift? A fresh start. A new beginning. Give it to everyone with whom you interact — family, colleagues, team members, clients and customers. Extend it even to those from whom you expect … Continue Reading
Very few people really like change. Those who say they do may really be talking about variety — like trading cars or upgrading to the newest phone. Consequential change is ofine a painful process. Sometime ago I ran across this Networking Exchange blog post by Alan See. The post points out that in the early 20th … Continue Reading
Some accomplish it with a pen mightier-than-any-sword. Some with eloquent oratory. For many the tool is as simple as an invitation — how may I help you? Or the offer of a cup of cold water Some speak volumes with the sheer force of example. Whatever the methodology, real leaders encourage conversations — around core ideas, fundamental values, … Continue Reading
Some days remind us that every human being has a story. And most of the time we don’t know many of the details. This week brought several of those days. The specifics — not really appropriate to recount here — have prompted plenty of introspection on my part. Much of it has centered on how … Continue Reading
I remember when we used to be able to disagree with each other. Friends could have a debate, and go home friends. We could work alongside others, and build neighborhoods with folks with whom we shared differing views. Somehow we managed to identify common ground, and get things done. Those were the days. Or maybe … Continue Reading
The mid-seventies motion picture All The President’s Men popularized the counsel offered by Deep Throat — Follow the Money. This was the key to understanding the issues relevant to the Watergate scandal. Questions about the events surrounding the 1972 U.S. Presidential election — who was behind the break-in at the Watergate…and why — made for compelling news coverage. For … Continue Reading
It is much easier to be a critic than a creator; less risky to respond and react than to innovate and initiate; less costly to follow than to lead. Charting new territory — innovating, establishing relationships and building solutions — requires a vision for the future and a measure of courage . . . an investment of blood, sweat and … Continue Reading
Few will argue the inevitability of change. But there is plenty of debate about the degree to which it might land at our front door and impact our reality. We proclaim intellectual acceptance with lines like the only constant is change. Or the poignant if you don’t like change, you’ll like irrelevance even less. But … Continue Reading
When I met Henry Gilchrist he was in his mid-seventies. Those of us that came along in those days weren’t around when he was doing deals for Texas oil man Clint Murchison; or as he conceived and structured a unique funding deal to create Texas Stadium; or while he was point person on high profile … Continue Reading
At some point, on some topic, almost everyone will have a moment of clarity worth sharing. The challenge, at least as it relates to productive dialogue, is that many of us believe the frequency and scope of our insight is so grand as to warrant the lion’s share of attention in any given room. But … Continue Reading
Where change is the objective, there is little value in having the same conversations over and over. Eventually, the glazed-over-eyes should be a dead give-away: no one is listening. If the goal is to connect, here are five ideas that will instigate more productive conversations. 1) Avoid the devils you know. These come in all shapes … Continue Reading
