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Expert Analysis

• 4 Biz Dev Steps For Attys Who Don't Know What They Want

  Junior attorneys are increasingly expected to start building books of business while they are still figuring out their long-term career goals, but a few pointers can help young lawyers develop business even when they’re uncertain about their future direction, says Lana Manganiello at Practice Growth Partner.

• Protecting Client Funds From Cyberattacks

  As cyberattacks on law firms continue to escalate, bar associations, law firms and individual lawyers must all take steps to protect client funds in attorney trust accounts — from imposing cyber hygiene mandates to reimagining malpractice coverage — because once that money is gone, it’s generally gone for good, says Michael Epstein at The Epstein Law Firm.

• Making Legal Cents: For Billing, Think Value, Not Time

  Pricing strategy is one of the most consistently discussed but underleveraged tools in a firm's arsenal, and rather than keeping hourly billing because it's easy, firms should consider their differentiators when structuring more effective fee models, says Shireen Hilal at Maior Consultants.

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  Achieving Organic Growth For A Legal Nonprofit

  We started Law Rocks to promote music education for underprivileged youth and raise funds for local nonprofits, and our 15-year journey has shown that enthusiasm, persistence and a great network can lead to a surprising amount of organic growth, say Nick Child and Ted Scott at Secretariat.

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  Biz Development Tip Of The Month: Engage With The Media

  Business development is all about awareness — and by taking existing skills and adapting them to build media relationships and thereby address today's audiences, lawyers can expand their outreach and use thought leadership to build a more complete, compelling personal brand, says Michael Goodwin at Stanton PR.

• What GCs Value Most: 7 Habits Of Great Relationship Partners

  When seeking outside legal advisers, general counsel want commercially savvy lawyers who cultivate relationships of trust with their in-house counterparts, back up the GC's authority and focus on actionable advice instead of abstract legal analysis, say Andrew Dick at The L Suite and Rob Morvillo at Olo.

• Nonequity Partner Frustrations Reflect Erosion Of Opportunity

  Nonequity partners report the lowest satisfaction, highest stress and poorest financial outlook of any group of lawyers, highlighting a growing structural disconnect that leaves attorneys at many firms feeling like the ladder has been pulled up behind those who already ascended, says Jake Carroll at Nelson Mullins.

• Learn Your Colleagues To Cross-Sell Their Services Fearlessly

  Understanding where colleagues in other practice areas shine can help attorneys confidently cross-sell each other's services and bring in business to keep the firm afloat in hard times, says Joe Calve at Calve Communications.

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  Biz Development Tip Of The Month: Advertise Ethically

  Business development in the legal industry is about building authentic connections and showcasing expertise in a way that reflects reality, and, when done right, it can elevate a practice, establish credibility and bring in clients without risking an ethics violation, says Melody Jackson at Robinhood.

• Ask A Mentor: How Do I Help After Mental Health Leave?

  Molly Ranns at the State Bar of Michigan suggests five ways to smooth a colleague's return to practice after short-term mental health leave, while creating a firm culture that protects employees’ emotional health.

• Tips For Attracting Stellar CLOs In A Competitive Landscape

  Amid a rapidly changing regulatory environment and a fierce market for talent, companies hoping to attract the best chief legal officers must have a strong grasp of their roles’ biggest selling points, and any roadblocks that may prevent them from recruiting the strongest choice, says Heather Fine at Major Lindsey.

• 'Golden Handcuffs' May Be A Double-Edge Sword For Firms

  As law firms increasingly use certain financial incentives to retain partners in a fierce lateral market, managing partners should consider the pros and cons of various deferred compensation schemes, says Tom Hanlon at Buchanan Law.

• The 10-Min. Rule For Building A Business Development Habit

  Many lawyers assume that becoming a rainmaker requires a significant investment of time and effort, but the truth is that building a consistent habit of business development can start with just 10 minutes of strategic outreach a day, says Paul Manuele at PR Manuele Consulting.

• 5 Pointers For Firm Leaders Communicating Tough Decisions

  Certain law firm decisions — such as whether to challenge an executive order — cannot be crowdsourced, but leadership can collaboratively communicate these choices using strategies that build trust, reinforce values and preserve cohesion, says John Hellerman at Hellerman Communications.

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  Biz Development Tip Of The Month: Create A Succession Plan

  ​​​​​​​Conversations around retirement and succession can be understandably difficult, but when attorneys make a plan for the transition early and effectively, they have the opportunity to not only keep work but also increase it, says Jillian McKenna at Verrill Dana.