Browsing the 'Law Firm Strategy' category

Determining pay for law firm associates making rain

How Much Should Law Firms Pay Associates For Making Rain?

Monday, March 14th, 2016

There seems to be a magical belief in certain law firms that emphasizing the importance of rainmaking is the same thing as actually increasing revenues. Nowhere is this conflation of […]

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law firm strategic planning

Law Firm Strategic Planning 101: What Clients Do You Want to Serve?

Monday, February 22nd, 2016

Too many lawyers mistakenly believe that the strategic core of their firm is defined by their substantive expertise. If you ask them what their firm does, they say things such […]

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Cover of book "Give and Take" by Adam Grant

Law Firm Networking: What’s In It For Us

Monday, February 1st, 2016

Ten years or so ago I attended my first sales training class. The speaker emphasized that it was critical to recognize that all sales prospects listen to the same radio […]

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making obvious customer driven changes

Make the Obvious Customer Driven Change

Monday, January 25th, 2016

Growing a law firm involves a myriad of steps, some of which can be difficult to determine. There is, however, a category of changes that is a good place to […]

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5000 billable hour year

Law Firm Resolution: A 5,000 Billable Hour Year

Monday, January 11th, 2016

It’s the middle of January and many New Year’s resolutions have already bitten the dust. In part that’s because setting annual goals is inherently unreliable, especially when the goal isn’t […]

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Issue Spotting isn't a law firm business strategy

Issue Spotting Isn’t a Law Firm Business Strategy

Monday, January 4th, 2016

Lawyers have been traditionally rewarded for spotting issues. Most law school exams were of the issue-spotting variety. As a result, law school grades and law jobs are correlated with the […]

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don't forget about your exes and near misses

Don’t Forget Your Exes & Your Near Misses

Monday, December 7th, 2015

Law firm marketing efforts tend to focus on the new; new clients, new practice areas, and new lateral partners. At many firms, marketing efforts directed to the old often take […]

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