Strategy

  • Legal Directories — Walk Away and Invest in Yourself
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    Legal Directories — Walk Away and Invest in Yourself

    Why do law firms continue to spend time and money on legal directories when the people who hire external counsel don’t care? Last October—repeating themselves for the sixth year in a row—a panel of General Counsel at a Toronto Legal Marketing Association event said directories are not used to make decisions about whom to approach or hire, and that ...

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  • Seeing Beyond the End of Your Own Tenure
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    Seeing Beyond the End of Your Own Tenure

    Eagles have acute sight and can spot prey at a distance with pinpoint accuracy. To do this they must be able to see beyond the end of their own beak. Long-sightedness—also referred to colloquially as vision—is a rare and valuable ability. For people in leadership and senior positions, it is an even more critical skill since taking the long view is crucia...

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  • Strategy Means Saying No
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    Strategy Means Saying No

    When finishing a client engagement a few years ago, a member of the firm sent me a handwritten note that, in part, was a thank you for helping her learn to say no. For a small word, “no” is mighty. Whether “no” is provided as a direct statement or as a softly imparted decline, saying “no” to what doesn’t work is a strategy that helps define your bo...

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  • Extinction or Evolution — Pass on Processes
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    Extinction or Evolution — Pass on Processes

    There are notions that business processes considered state-of-the-art almost 30 years ago, such as Six Sigma (1986) and Lean Management (1988) along with project management, which has been around since the earth cooled and deemed “modern” in 1950, might help jump-start law firms into this century and maybe even take them into the future. This thinking se...

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