Articles

The Lean Law Reckoning

If you thought the legal industry was competitive before, brace yourself for what happens next. Unless you’ve had your head stuck in the sand, it would be hard to ignore that this…

Legal marketing on a budget can be a challenge. So when LexisNexis launched the highly successful Lexis Practice Advisor℠ Canada (LPAC) in Spring 2014, I felt privileged to contribute thoughts on budget-savvy legal…

Remembrance and The Golden Rule

Remembrance Day honours those who have served and continue to serve our country during war, conflict and peace. Perhaps, in addition to remembering their sacrifice, we can consider The Golden Rule. “Do…

Bios That Mean Business

While your bio is about you, it must appeal to people you want to attract. It’s probably fair to say that most lawyer bios are not the scintillating stuff of best-sellers or…

Client Roster Cleanout

On your client roster there are bound to be clients and work you want as well as clients and work you don’t want. To focus on high-value clients – those whose work…

Being Client Savvy

Why your focus must be on your client and never on you. My friend is General Counsel at a major Canadian conglomerate and prime-decision maker of who gets his company’s legal work….

Budgets and Holiday E-Cards

The headaches of budgets and holiday e-cards. Now that we’ve passed the Labour Day holiday that marks the unofficial second start of the business year, the two major bumps in the road…

The Modern Dinosaur

Sidestep timeworn processes, hire turnaround management — and let them do their jobs. Like modern-day dinosaurs, many law firms are woefully late in adopting a business development and sales management mentality —…

Brand Advertising Done Right

Advertising is expensive, but boosts your profile fast. Done right, advertising can be foundational for building your brand even though return on investment can sometimes be tough to measure. Basically, there are…

Client Engagement — Push and Pull

Are you married? If so, was the question popped on the first date? These are questions I often ask lawyers who state they want a prospective client’s work immediately. Once they get…

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