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Featured Articles

In an excerpt from their new book, marketing professor John Burnett and Becky Carroll examine what constitutes a good sales call, particularly the importance of listening, how to overcome objections and how to close a prospective client.

Almost all client defections are predictable -- and therefore avoidable -- if only lawyers had the right information.  According to Shari Harly, as reported by Janet Ellen Raasch, the best way to get the correct information about your reputation is to ask your clients, as long as you allow them to provide honest feedback.

With clients demanding higher value and lower risk in purchasing legal services, more and more new matters will conform to some alternative fee structure.  Michael Cummings proposes what you can do to win that business - committing to address the changes, shrewdly assessing your options and, most important, taking action on five key imperatives.

Best Practice Tips

Two events in the last quarter of the year deserve your thoughts now, argues Andy Havens: holiday cards and how you're going to communicate year-end results. By spending a little time now on planning, you can alleviate stress around these issues and maybe even get ahead of the curve.

A recent HBS study finds that women tend to have well meaning mentors within a firm, while men often have sponsors, whose power, influence and relationships can advance their career. That's why, according to Michael Cummings, your most important marketing job could be inside your own firm.  And here are 8 best practices to do it right.