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Ending Late Meeting Starts: A Success Story
Volume 11, Issue 5 One of the most maddening and persistent problems in law firms is that meetings start chronically late. As readers know, lawyers are among the most ferociously independent group of professionals on the planet. This streak of independence manifests...
Re-ignite Your Curiosity
Volume 11, Issue 4 When we coach lawyers and other professionals we are often asked what sets great rainmakers apart from the pack. What we've found is that successful rainmakers are innately curious. Their curiosity leads them into relationships and opportunities...
The Three Levels of Networking
Volume 11, Issue 3 In our work as coaches we find it crucial to assess our clients' attitudes towards networking. Everyone we work with comes to us with different attitudes about networking. We see those attitudes falling into one of three categories or levels. At...
Releasing Negative Emotions
Volume 11, Issue 2 This month's issue is on a topic about which almost everyone knows very little: Releasing negative emotions. In our coaching work, we frequently find clients stuck when they have been hijacked by one or more negative emotions or feelings. The person...
Increasing the Value of Your Network
Volume 11, Issue 1 I've noticed in my work with professionals from around the globe that great rainmakers, either intentionally or unintentionally, seek to increase the value of their network. The best way to do this is to increase the number of meaningful...
4 Ways to Get Your Millenial Employees On Board
Traditionally, money has been a huge motivator in the business world. Now enter the Millennial also known as Gen-Y, and money is just not enough to keep them engaged in their job for more than 18 months, productive and motivated, even after years of education. The...
Value the Human Networks of Lateral Hires
How often has your firm hired a lateral partner (or senior associate) who makes great claims about the size of their practice (as well as the portability of their book of business) only to find out AFTER they join your firm that the business doesn’t materialize? It...
Are You Driving Your Clients Crazy?
I’ve worked almost exclusively with law firms for over two decades. I’ve spoken to lawyers and audiences who hail from over 100 different countries and it always amazes me how similar they think regardless of their cultural heritage. Law schools around the globe...