Pricing Power

The growth of professionals in Law Land with the word “pricing” in their title has been explosive over the past couple of years. It’s a trend we applaud loudly and fervently, so perhaps it’s worth a primer on how it’s done in the major leagues: When B2B companies with thousands of SKU’s and tens or
read more…

Articles, Cultural Considerations, Finance, Marketing, Practice Group Management, Strategy

“Converge” Conference/NYC

If you haven’t yet heard about Above the Law‘s “Converge” conference coming up here in NYC on Wednesday, March 18th, you’re about to. It’s a full-day conference at the marvelous University Club (Fifth @ 54th, McKim, Mead and White, 1900) designed to “help lawyers navigate emerging trends in media and technology.” Highlights include: Keynote by
read more…

Articles, Just Plain Interesting, Marketing, Technology strategy

Bruce W. Marcus (1925 – 2014)

Bruce Marcus, whose life and work recast professional services marketing in a client-centric mold, died shortly before Christmas in New Haven of an aneurysm, at age 89.  I got the news on the phone that day from Mana, his wife of over 50 years, calling from their home in Branford, Connecticut. Bruce’s life work was
read more…

Articles, Marketing, Profiles of Individuals

Innovate? Who, me?

Legal Business recently ran a piece on leadership in law firms which—surprisingly for articles on this topic—actually succeeded in getting beyond bromidic pablum. I commend it to you in its entirety, but meanwhile I want to talk about a particular perspective they called out for special attention, “innovation:” Law firm clients clearly want to see
read more…

Articles, Marketing, Strategy


A few weeks ago reports surfaced about a motion seeking to compel Norton Rose Fulbright to withdraw from representation of its client Duke University in a case brought against the university by the estate of John Wayne, which wants the right to market alcoholic beverages branded with Wayne’s “Duke” nickname—a textbook trademark dispute. The Wayne
read more…

Articles, Branding, Business Models, Client Relationships, Leadership, M&A, Marketing, Partnership Structures, Strategy

Give Credit Where Credit’s Due

Or, recognizing successful client relationship management. [This is another in our series by Janet Stanton, Partner, Adam Smith, Esq.] Winning a new client for the firm—there’s little that can match that for excitement, sense of accomplishment and visible contribution to the firm.  More so if the client is big or prestigious.  A pitch is often
read more…

Articles, Client Relationships, Compensation, Marketing

The Power of Asking

Today we have a column by my partner in Adam Smith, Esq., Janet Stanton. Before joining Adam Smith, Esq., Janet had years  of experience leading highly profitable teams of professionals at a global communications agency for clients such as Pfizer and the US Department of Defense.  For the last several years of her tenure at
read more…

Articles, Branding, Cultural Considerations, Marketing

“Entrepreneurial?” Really?

For years, I’ve been hearing firms describe their cultures as “entrepreneurial,” and I hardly paid the slightest attention. Like “collegial” or “collaborative,” it just seemed like so much white noise. Then finally I heard it once too often and had to face cold reality: I had absolutely no idea what these people—a lot of smart,
read more…

Articles, Leadership, Marketing, Practice Group Management, Strategy

The Credo Card

If you’re like me, you travel a lot. and you almost certainly have your own views of, and preferences among, the familiar roster of hotel brands, Hilton, Marriott, and Sheraton, but also at the high end Fairmont, Four Seasons, J.W. Marriott, and Ritz Carlton. All of the latter are without fail lovely “properties” (as the
read more…

Articles, Branding, Business Models, Cultural Considerations, Leadership, Marketing, Practice Group Management

Casualties of Discounting

Permit me to paraphrase, and hopefully not mutilate, the lead from a recent article on strategy + business, the Booz & Co. (nee Booz Allen & Hamilton) online magazine: It’s a tough world ….  New technologies … have permanently changed the [law firm selection ]experience. Meanwhile, a sluggish economy and rising competition are testing brand loyalty.
read more…

Articles, Branding, Business Models, Compensation, Cultural Considerations, Finance, Marketing