Over thanksgiving weekend, in a Montreal hotel lobby, I spotted a cluster of matching suitcases with identical jackets draped over them, each one with “Canada” in bold letters across the back. I turned to my family and asked, “Do you think they’re part of Team Canada, travelling together, prepping for the winter Olympics?” My family wasn’t nearly as curious, but they could see the pure joy and excitement all over my face. That moment made me think about the best legal marketing teams I know, because they operate the same way. They win when they’re focused, when moving in the . . . [more]

The successful lawyers I speak with know that exceptional legal skills are table stakes. Beyond the law, their differentiator is their ability to build relationships, attract ideal clients, and generate consistent referrals. This is where strategic business development planning becomes your competitive advantage.

Without a plan, lawyers may find themselves randomly chasing opportunities which leads to inconsistent results. A good business development plan helps you stop chasing and help transform or eliminate those reactive ideas so you can spend your precious time pursuing opportunities that will lead to business.

After working with hundreds of professionals across solo practices and large . . . [more]

Artificial intelligence is impacting how lawyers market themselves and grow their practice. However, it’s wise to first consider if and how AI tactics can fulfill business development strategies that convert to achieving a measurable growth objective.

The hype around artificial intelligence is stimulating a fear factor bordering almost on hysteria for many lawyers and their law firms who are fixating on it more than any other concern in the modern global legal services market. While fear can be understandable, mostly because for many the benefits of AI remain somewhat murky, we need to grasp the reality that AI is a . . . [more]

The most brilliant legal strategy means nothing if your client doesn’t understand it. Yet as lawyers lean toward complexity and precision, clients need something different. Lawyers sometimes forget that effective communication isn’t just about being right – it’s about being understood.

When clients do not understand the advice they are receiving, the consequences can be far reaching. Misunderstandings can lead to poor decision-making, unrealistic expectations, and ultimately, dissatisfied clients.

Consider a client who doesn’t understand why a particular settlement offer should be rejected and pushes for acceptance or one who doesn’t grasp the timeline of litigation and becomes frustrated with . . . [more]

Succession is a critical yet often ignored component of business strategy that left undone can lead to unfortunate outcomes from client and legal talent departures to law firm failure. Best to act now because it’s not how you start; it’s how you finish.

Do you plan to work forever? Or live forever? For your sake, I hope not. After all, as Bugs Bunny—probably the world’s most famous cartoon rabbit—says: “Don’t take life too seriously. You’ll never get out of it alive.”

Because change happens throughout our lives is exactly why succession and the planning of it is a critical business . . . [more]

Legal Marketing and Business Development executives understand the importance of staying on top of clients, industry trends, and competition. While leveraging the right software can be incredibly valuable, it feels like every week, a sales rep promises that their platform will deliver game-changing insights, and we are missing out by not signing up immediately.

With a glut of tools available to us, how do you choose which ones are right for your firm? Decision fatigue is a reality, so cutting out the noise is crucial when assessing your firm’s needs.

Types of Tools

General Information Tools: Google Alerts is . . . [more]

The global legal services market needs optimistic contrarians: strong people who think fast and clearly, and whose actions are decisive and fearless. Their power needs to be united, harnessed, and used for good.

The legal services sector has always had a reputation for being tough. It’s getting tougher by the minute and unlikely to let up.

While disruptive factors are many, the three most daunting are:

• Accelerating advances in generative artificial intelligence that are usurping service-oriented tasks and upending how various types of legal work get produced and priced – all of which is impacting traditional law firm pyramid structures

Recently I was asked to speak to a group of individuals about how to get involved in business development in the legal space. It is not a career that necessarily has a straight path like other professions and many of the best doing it, fell into the profession and then fell in love with the profession.

What Is Legal Business Development?

At its core, business development in law firms bridges the gap between legal expertise and client needs. It can include identifying opportunities, understanding relationships, and creating value propositions that resonate with clients. Unlike traditional sales, legal business development requires . . . [more]

Fearmongering and fretting about impacts of the Big Four on the legal services sector are the equivalent of tilting at windmills and just as pointless.

I’m tired of overheated headlines and breathless reporting. No, I’m not talking about the trials and tribulations of tariffs and trade. I’m talking about the handwringing and blathering around KPMG’s successful application to practice law in Arizona.

For the love of all that’s holy, handwringers and blatherskites – knock it off.

Scaremongering and Stress

Many lawyers are triggered by fear. Anyone who deals with lawyers in any way, shape, or form knows that the . . . [more]

The traditional business development approaches for lawyers – expensive dinners, conferences, and rigid networking events – are not the only ways to build your book. In today’s rapidly evolving legal landscape, we have an opportunity to reimagine business development into something you will want to do rather than feel obliged to do.

The Authenticity Revolution in Business Development

The most significant shift in legal business development is moving away from “should-do” activities to “want-to-do” initiatives. This is not about following a prescribed set of actions. It is about creating a sustainable practice growth strategy that energizes you.

The most successful . . . [more]

Strategic and profitable growth has nothing to do with size. Instead, it has everything to do with market positioning.

[This is Part Two of a two-part series on Strategic Growth in the Legal Services Market and the foundation for the second half of my September 2024 keynote address to the Alberta Civil Trial Lawyers Association in Calgary.]

I noted in my final thoughts of Part One that evolution in the global legal services market has been upon us for well over three decades. Also, that shifts within the staid and traditional legal services industry have been accelerating more fiercely over . . . [more]

In the super-competitive professional services landscape, the ability to deliver an exceptional client experience continues to be a critical differentiator. While firms have traditionally focused on technical expertise and functional capabilities, clients now demand a more holistic, client-centric approach. Clients are hiring you for your legal knowledge and experience, but they also want to know, “What’s in it for me?”

For professionals, the priority should be a deep understanding of the client’s business, challenges, and objectives. The goal is to deliver tailored solutions that meet the client’s needs.

Client Interviews

Conducting client interviews allows firms to leverage client insights effectively. . . . [more]