One step forward and two steps back

Today’s title is a line from the Don Henley song, “A Month of Sundays,” which laments the loss of small farms and businesses to “progress.” Lawyers tell me that business development sometimes feels like a constant struggle, with sustained forward motion being elusive. They take a productive BD step today, then do nothing for a few days or a few weeks. Their feeling is accurate.

Read More

Rudderless ships

Rudderless ships‘ is a new post by Mike O’Horo, a foremost proponent of how lawyers in BigLaw firms can improve the effectiveness of their business development activities. The volume of debate and activity around law firms’ evolution into sales organizations continues to ramp up. There are lots of opinions – and accompanying solutions offered – around every aspect of this emerging business function.

Read More

Market change requires change in lawyer thinking

Law firms are paying more attention to, and investing more money in, business development, but many lawyers still aren’t sure why all this is happening and why they should do things differently. The answer: The legal service market has undergone a basic and permanent economic shift from a demand market to a supply market.

Read More