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Law 2023 Update #2: Have firms developed offerings that transcend jurisdiction?

Law 2023 Update #2: Have firms developed offerings that transcend jurisdiction?

For the next several weeks on the blog, we’re going check in on the progress of predictions made by the groundbreaking guide to the future of law firms, Law 2023. Check out all our updates here.   We’re halfway to 2023. Let’s check in on how technology and collaboration are allowing clients to transact more … Continue reading “Law 2023 Update #2: Have firms developed offerings that transcend jurisdiction?”

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Law 2023 Update #1: Has Technology Enabled Lawyers to Bill for Real Value?

Law 2023 Update #1: Has Technology Enabled Lawyers to Bill for Real Value?

For the next several weeks on the blog, we’re going check in on the progress of predictions made by the groundbreaking guide to the future of law firms, Law 2023. In 2013, a group of forward-thinking lawyers and executives in the legal industry spent a full year mapping the most significant trends in technology, economics, … Continue reading “Law 2023 Update #1: Has Technology Enabled Lawyers to Bill for Real Value?”

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What is Validity?

What is Validity?

When people talk about psychological tests, they often ask whether the test is valid or not. What exactly does this mean? What does it mean for a test to have validity? Answer: Validity is the extent to which a test measures what it claims to measure. It is vital for a test to be valid in … Continue reading “What is Validity?”

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The Law Innovators’ Dilemma

The Law Innovators’ Dilemma

A difficult reality for many lawyers is that being the smartest person in the room is no longer a guarantee of success. Quality and technical expertise are table stakes for clients. Innovation offers the opportunity to add more value to the clients they serve, to attract and retain the best talent, and to build more sustainable businesses.

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Qualities of a High-performing seller #3: Understanding the buyer-seller paradox

Qualities of a High-performing seller #3: Understanding the buyer-seller paradox

Most sellers, particularly lawyers and other professional service providers, sell rationally: by trying to persuade or prove to the buyer why they are the best solution. But the science of sales tells us that buyers make their decision on what to purchase based on emotion or “gut feel” rather than a rational decision making. This problem—the mismatch between sellers’ and buyers’ behaviors—is called the Buyer-Seller Paradox. There is an inherent conflict between the way most buyers buy and the way most sellers sell.

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Qualities of a high-performing seller #2: Targeted generosity

Qualities of a high-performing seller #2: Targeted generosity

Many sellers treat networking as a short-term transaction: what can I get from this person now? They focus narrowly on identifying buyers who are ready to make a purchase. While this may lead to some quick revenue, the seller has missed the opportunity to develop long-term relationships that would lead to more sales down the road and build a relationship as more than just a self-interested salesperson.

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Best practices for minimizing leadership derailment

Best practices for minimizing leadership derailment

The rise of a “rock star” executive can capture the public imagination and bring positive exposure for a firm. More often, however, a high-flying executive may suffer the public flame-out we’ve seen from actual rock stars. The result can inflict massive collateral damage to the reputation, morale, and value of a company. How do the best companies keep leaders from “jumping the tracks” and dragging the organization into a disastrous crash?

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Qualities of a high-performing seller #1: Sales as an act of service

Qualities of a high-performing seller #1: Sales as an act of service

Traditional sales approaches operate mainly out of self-interest: the seller wants to get the buyer to behave in a manner that is good for the seller’s revenue generation, even when that is not in the buyer’s best interest. A traditional seller focuses narrowly on making the sale that is right in front of him or her.

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