I’m pleased to have been chair of the Legal Marketing Association’s inaugural Education Advisory Council in 2015. We combined input from numerous market leaders with our own insights to develop the first official LMA Body of Knowledge. This tool reflects the skills and competencies expected of different roles and levels of the various members of the Legal Marketing Association. It will guide leaders and managers in assessing team member strengths and areas of improvement, and it will help individuals plot their career paths. Many thanks to the numerous contributors who helped shape this inaugural effort.

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The Evolution of Law Firm Compensation

March 24, 2016

Law firm compensation plans are by and large unsophisticated, hard to administer, too subjective, opaque, and reward the wrong behaviors. As someone wise once said, “If your compensation plan is in conflict with your strategy, your compensation plan is your strategy.” To generate maximum financial performance in a law firm, and achieve the highest level of client […]

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Useful Metrics & Benchmarking

November 2, 2015

The path to success in a law firm or law department has changed, yet many continue to rely on outdated metrics to track performance. Both buyers (law departments) and sellers (law firms) rely on billable hours as a proxy for productivity and value. This is silly. Sure, hours are a unit of production and law […]

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Random thoughts on the future of law and technology

October 28, 2015

I have the good fortune of meeting and collaborating with some pretty influential players in this cozy little global profession of law practice. Monica Bay is one of those with whom, and from whom, I’ve learned a great deal. While it’s shocking to comprehend the passage of time, I first worked alongside Monica over 20 […]

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Upcoming Legal Lean Sigma Certification Course in Project Management and Process Improvement

October 28, 2015

What is it? The Legal Lean Sigma Institute is hosting another of its popular “open enrollment” white belt certification courses in project management and process improvement. Join us in Chicago on November 11 for an in-depth dive into PM and PI. We combine lecture and interactive exercises to help attendees understand and then apply PM […]

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The Perils of Income Smoothing

August 11, 2015

Perhaps you’ve been following the criminal trial of former leaders of disbanded law firm Dewey LeBoeuf LLP. The prosecution contends that these leaders purposely misled other stakeholders, including equity partners, bondholders, and the general public as to the firm’s fiscal health. Law360 reporter Andrew Strickler recently asked me whether such shenanigans are standard practice. After […]

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Working Smarter, Not Harder

August 3, 2015

As they say, a picture paints a thousand words. Today’s Dilbert comic poignantly illustrates the disconnect between lawyers who bill by the hour — and who believe the quantity of hours is both a measure of quality and a measure of financial success — and the rest of the business community, in which making money […]

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Leaders in Legal Business

July 28, 2015

The legal profession is changing. Perhaps you’ve noticed? What was once a profession is now most assuredly a business. Of course, it’s always been a business, but when things are going so well that both buyers and sellers are content, we can convince ourselves that we’re above the challenges faced by lesser mortals. Things like […]

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Collaboration – It’s not just for breakfast anymore

July 20, 2015

One of the most iconic and memorable advertising slogans was developed by the Florida Orange Growers Association to expand interest in orange juice from a breakfast drink to an all-day drink. “Orange Juice – It’s not just for breakfast anymore.” This slogan came to mind recently after I conducted a project management and process improvement […]

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The Predictability and Perils of Over-Monetization

July 14, 2015

“There is no such thing as over-monetization!” Until the client catches on. And then you’re screwed. I don’t know when I first learned that money could become a verb and monetize and monetization were a thing. But as a young corporate guy moving up the ladder, these words were ideal additions to my vocabulary. If there was […]

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