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Want to grow your leadership pipeline? Listen to what millennials are saying about leadership!

Want to grow your leadership pipeline? Listen to what millennials are saying about leadership!

The man (Jack Weinberg) who coined the phrase “Don’t trust anyone over 30” is now 77. This may shock some of you who listened to Jack give his speech, or quoted yourself early on in your career. While those born at the end of the generation are teenagers, early Millennials, born between 1980 and 2000, are now part of that group. Does this mean we don’t trust what they have to say because they are now part of the establishment?

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Top industry trends driving sales talent strategies

Top industry trends driving sales talent strategies

Finding and keeping top revenue generators is a key challenge that even Best-in-Class companies face. Great leaders understand that their organization is only as strong as its people. To support revenue growth and achieve organizational goals, industry leaders are adopting a relentless focus on getting their hiring strategy right.

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Five ways sales leaders get talent right

Five ways sales leaders get talent right

With more than 20 years of experience working in the legal market, she leverages market data, competitive intelligence and innovation design concepts to help lawyers rethink the way they create, deliver and communicate value to clients. The goal: to build better law businesses, increase the bottom line and make the practice of law more enjoyable.

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5 essential insights from high performing firms

5 essential insights from high performing firms

What is the biggest pain point you are currently facing in your role? Our webinar, From Good Law to Great Law™, polls showed that half of attendees are experiencing a pain point in regards to influencing lawyers to follow through on commitments. We also saw a large group (50%) that said an apathy or lack of lawyer engagement was the most challenging part of their role.

We’re learning, with the voice of client research and aggregating insights from many reputable research organizations, what buyers of legal services are experiencing from high performing firms.

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Top sales leadership skills needed to develop top performing salespeople

Top sales leadership skills needed to develop top performing salespeople

If you want a top performing sales organization, you need the consistent ability to coach and enable salespeople to success. Providing motivation is a component, but results come when your managers have a cadence that helps them minimize administrative burdens, while providing continuous and effective coaching that does one thing – delivers revenue and enables sales results.

Your managers are a pivotal part to the success over your sales organization. Here are the top sales leadership skills they need to develop and execute.

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From Good Law to Great Law™ your top questions

From Good Law to Great Law™ your top questions

Our recent webinar, “From Good Law to Great Law™: Building a Culture of Business Development and Distinctive Client Experience,” sparked some great conversation among attendees. How do you build a culture of law that:

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Moving From Good Law to Great Law™

Moving From Good Law to Great Law™

Law firm leadership is at a proverbial fork in the road. The people running law firms can continue to do business as usual, or they can lead their firms toward a model of business that reflects the new and still evolving client expectations and market demands.

Business as usual means trying to squeeze modest growth out of reduced expenses, increased billable hours, and hourly rate increases. That is how it has always been done, right?

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10 Tips on how to transform into a great lawyer

10 Tips on how to transform into a great lawyer

I once saw a poster in a very successful lawyer’s office that I found to be rather motivational. It went something like this: “Every morning, a gazelle wakes up knowing that it must outrun the fastest lion or it will be killed. Every morning, a lion wakes up knowing that it must run faster than the slowest gazelle or it will starve. So it doesn’t matter whether you are a gazelle or a lion, when the sun comes up, start running!”

Although it may seem like common sense, the 10 behaviors discussed here are not all that common. It takes hard work to be a good lawyer; it takes just a little more work to be a great lawyer. So start running.

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The importance of understanding your client’s business

The importance of understanding your client’s business

Whenever I conduct a client interview for a law firm, the first question I always ask is “What do you like best about working with the firm?” The answer almost every time is that the primary lawyer “is really responsive and really knows my business.”

Think about this for a moment. In over 175 meetings with clients, that is the answer I get about 90% of the time. In the face of that data, how can we think that anything is more important to a lawyer’s professional reputation than being responsive and knowing the client’s business? Individuals and business clients of every shape, size, and industry want the same basic things from their lawyers.

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How to personalize the lawyer-client connection

How to personalize the lawyer-client connection

A fundamental aspect of great lawyering is recognizing the importance of personalizing the relationship to some degree. In almost every client interview I have ever done, the clients have said that it is important for their lawyers to be “people we like to work with.” They want you to be someone with whom everyone at the client company (or family business or the association) likes to work. Personalizing the relationship does not mean that every client has to be your best friend; it does not mean you have to lavish them with fancy dinners or tickets. But clients make it very clear that “chemistry” matters.

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