You can’t sell what you don’t understand.
To be successful over the long run, law firm partners have to master the ABCs—i.e. acquire, bill, and collect fees that are commensurate with other partners in the firm. This requires enormous talent, energy, and skill. Yet, in recent years, the job has become harder because of the growing number of in-house lawyers who are turning to outside counsel to help them cope with growing internal pressures to do more with less.
The lack of foundational training in innovation and related disciplines makes this challenging for both lawyers. However, it’s truly harrowing for the law firm partner because they’re the service provider in the lawyer-client relationship. Thus, there’s zero doubt who’s expected to lead.
How, exactly, does a partner navigate this transition period?
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