Posted on February 23, 2021 by J. David Harvey
Remember when "client team" referred to just the attorney's billing to a particular client? With flat demand for legal services now and for the foreseeable future, law firms are in a race to increase market share with their existing clients. The most innovative firms have stepped up their game. They have sophisticated teams that utilize professional staff to goose client service, identify cross-serving opportunities, and transform the relationship into a true business partnership — all while making the relationship partner look good in the process.
Posted on October 20, 2020 by J. David Harvey
The virtual world leaves some gaping holes in the way law firms need to operate. Especially when it comes to team collaboration, we must all deal with an environment that is not natural for fomenting human interaction. We have all been on Zoom calls with ten or more people with frequent talk-overs or long periods of what seems like awkward silences. A room full of people who know each other — together in the flesh — sparks natural energy that we can no longer tap for at least the immediate future. That makes understanding the dynamics of team collaboration that much more critical.
Posted on June 29, 2020 by J. David Harvey
Integrating laterals into a new firm has always been a risky proposition — more than half do not remain with the firm for more than two years, costing firms from 200 to 400 percent of the attorney’s actual compensation. The challenge of lateral hiring has never been greater than in the current environment with firms continuing to operate remotely, greatly diminishing the opportunity for onboarding new talent face to face. This article provides a list of best practices to consider in order to give your lateral hires the best chance at success in a virtual way.
Posted on May 13, 2020 by J. David Harvey
How do you maintain relationships and provide value in a contactless environment? In a recent survey of Washington, D.C. area law firm marketing leaders, two areas stood out: client teams and industry-focused efforts. While these leaders expected a huge decrease in certain activities (like events and the number of pitches), they anticipate an increase in client teams and industry-focused activity. In fact, with the unprecedented and volatile market changes, now is a prime time to reinvigorate client teams and industry-focused efforts.