Making Selling Easier for Lawyers

Why do attorneys find it difficult to sell?  Is there something intrinsic in a lawyer’s personality that gets in the way when they try to market their services?   What are some of the ways that lawyers can improve their sales effectiveness and overcome these natural barriers? I was recently interviewed  about these topics on … Read more

Substance (not Method of Communication) Should Remain Focus of Ethics Regulation

That’s the gist of a thoughtful comment submitted to the ABA’s Commission on Ethics 20/20.   (The commission was established to “perform a thorough review of the ABA Model Rules of Professional Conduct and the U.S. system of lawyer regulation in the context of advances in technology and global legal practice developments”.) A number of … Read more

AFA’s Are Good For Law Firm Marketing–But What About Profits?

In the past year, there has been a lot written about alternative fee agreements (including my own article in Lawyers Weekly).  More predictability is clearly what corporate counsel want and AFA’s are one path to reach this objective. But once the clock stops running, how do law firms ensure that their bottom line is not … Read more