Strategy

  • Your Rich Niche Practice
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    Your Rich Niche Practice

    A niche creates more opportunity, not less. When you have a niche practice, standing out from the competition is much easier, and makes you more attractive and desirable. General Counsel I know say they’re not interested in sending work out to generalists. What GCs and other clients want is highly specialized external talent able to provide expertise in v...

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  • CASL Hassle — Or Fifty Thousand Shades of Grey
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    CASL Hassle — Or Fifty Thousand Shades of Grey

    Fifty Shades of Grey, a novel by author E. L. James, is said to be notable for a storyline involving physical exploits of an interpersonal nature that involve the desire to control. While not nearly as racy, the Canadian Anti-Spam Law (CASL) that comes into play July 1, 2014 seems to have many firms tied up in knots as they come to grips with how to best a...

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  • 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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