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3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma

3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma

For many lawyers and professional services providers, sales effectiveness is a struggle. Most have a limited view of how to sell and all of them struggle with the unique challenge of balancing two roles: doing the work itself and generating new business.     At GrowthPlay, we call this the “doer-seller” dilemma. The challenge is real, but so is the opportunity. Mastering the role of sales not only … Continue reading “3 Truths About Sales Effectiveness that Will Free you from the Doer-Seller Dilemma”

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Supporting and Celebrating the Movement for Emotional Well-Being in Law

Supporting and Celebrating the Movement for Emotional Well-Being in Law

May marks Mental Health Awareness month.   Our team is encouraged by the additional focus that is being put on mental health in the legal profession in recent months and particularly this month.  Some of the experts, resources, events and conversations taking place include the following:   Emotional Well-Being in the Legal Profession on June … Continue reading “Supporting and Celebrating the Movement for Emotional Well-Being in Law”

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Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics

Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics

Since the financial crisis, most firms have increased their focus on business fundamentals – and rightfully so. But a relentless focus on bottom line success metrics alone comes at a cost to a profession when maximizing productivity equates to an hourly rate times 24 hours a day times seven days a week. It’s a high-risk … Continue reading “Rethinking Law Firm Growth: Moving from Bottom Line to Triple Bottom Line Success Metrics”

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Harnessing BD to build access and inclusion:  why BD and D&I go together

Harnessing BD to build access and inclusion: why BD and D&I go together

There’s no argument that diversity and inclusion in law is a topic that is being discussed regularly of late.  Whether it’s the focus on the diversity – or lack thereof – of recent partner classes or the Open Letter call to action to increase diversity within client teams and whether or not action will truly … Continue reading “Harnessing BD to build access and inclusion: why BD and D&I go together”

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Creating a Culture Where Employees Can Be Their Authentic Selves

Creating a Culture Where Employees Can Be Their Authentic Selves

Research recently conducted by Kenji Yoshino, the Chief Justice Earl Warren Professor of Constitutional Law at New York University School of Law, along with Deloitte, is shining light on something attorneys from underrepresented groups already know very well: many people often “cover” aspects of their identity—age, citizenship, disability, gender, race, religion, and sexual orientation—in order … Continue reading “Creating a Culture Where Employees Can Be Their Authentic Selves”

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Client Spotlight: Levenfeld Pearlstein and The LP Way

Client Spotlight: Levenfeld Pearlstein and The LP Way

A professional service firm’s shift from focusing on client service to client experience can be transformational. Chicago’s Levenfeld Pearlstein is a shining example of this principle in action. Levenfeld Pearlstein CEO Angie Hickey talked with us about the extraordinary success of the firm’s client experience strategy, The LP Way™.   Simply, The LP Way is … Continue reading “Client Spotlight: Levenfeld Pearlstein and The LP Way”

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To Truly Change a Toxic Culture, Make a Business Case

To Truly Change a Toxic Culture, Make a Business Case

A fascinating recent Harvard Business Review article “How Masculinity Contests Undermine Organizations and What to Do About It” unpacks the characteristics of “masculinity contest cultures” in organizations, cultures that prize masculine norms such as never showing weakness, working long hours to prove stamina, putting work ahead of family, and engaging in cut-throat competition at the … Continue reading “To Truly Change a Toxic Culture, Make a Business Case”

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