Category: Business Development

How Can Law Firms Market Non-COVID Work?

August 18, 2020
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Even as the global pandemic continues to present law firms and their business clients with new challenges and questions, the essential work of traditional areas of practice goes on.

Intellectual property portfolios must still be managed and protected, employee handbooks must still be updated to include guidance around the latest Supreme Court decisions (such as the

Three Ways to Reconnect (from Home) with a Key Contact

July 27, 2020
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Even as some law firms are beginning to return to the office for important meetings and court proceedings that must be conducted in person, many attorneys and the corporate clients they serve are continuing to work remotely. Certainly we are many months away from a time where it would feel appropriate to invite a client or prospect to lunch.

Attorneys who have always conducted most of their networking through social activities may be feeling a bit lost as to how to stay connected to...

Midsize in the Midwest? This Could Be Your Firm’s Moment.

May 19, 2020
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Yesterday’s release of data on the AmLaw “second hundred,” the firms ranked from 101 to 200 on American Lawyer magazine’s list of the country’s largest law firms, was something like the opening of a time capsule. The 2019 results measured for the list aren’t terribly old, but they are jarringly out of context in the present moment. Still, there was plenty to learn...

Business Development in the Time of COVID-19

March 31, 2020
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As professionals across all industries head into week three of working in isolation (many of them while simultaneously caring for family members without the help of school, child care and other community support), they are battling twin challenges:

Fatigue: The first week we were fueled by pure adrenaline. The second, by incredulity that the whole thing was still going on. But now, like Phil Connors, Bill Murray’s character in the movie Groundhog Day,...

Find Your Own Way to Originate Business

September 17, 2018
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You don’t have to eat steak and smoke cigars, but you’ve got to do something.

Back in the good old days (okay, let’s just call them the old days, since we can think of more than a few things about them that were anything but good), there was a place for “service partners” in law firms—the lawyers who kept their heads down, provided excellent client service, and did great work. The business coming in from the big rainmakers kept these lawyers busy. Service...