[This is the sixth and final post in a series of posts featuring a conversation with Susan Hackett of Legal Executive Leadership focused on deepening client relationships in meaningful (and profitable) ways.] If clients have so many reservations about the way law firms currently work, what form of firm would work better for a client? [...]

[This is the fifth in a series of posts featuring a conversation with Susan Hackett of Legal Executive Leadership focused on deepening client relationships in meaningful (and profitable) ways.] At a recent session on extranets at the ILTA 2012 conference, Lynn Simpson of DuPont started her portion of the presentation with the warning that she [...]

[This is the fourth in a series of posts featuring a conversation with Susan Hackett of Legal Executive Leadership focused on deepening client relationships in meaningful (and profitable) ways.] Susan Hackett and I discussed in the prior posts in this series the proposition that the richest source of new business is found in referrals from [...]

[This is the third in a series of posts featuring a conversation with Susan Hackett of Legal Executive Leadership focused on deepening client relationships in meaningful (and profitable) ways.] Prospecting for clients is a project that many lawyers find challenging. The thought of meeting new people and selling business can be daunting for someone who [...]

[This is the second in a series of blog posts featuring a conversation with Susan Hackett of Legal Executive Leadership focused on deepening client relationships in meaningful (and profitable) ways.] My post on the allure of “that new client smell,” (in which I pushed back on the notion that “new” clients are somehow better than [...]

There are at least two obvious strategies for growth: go wide or go deep. Go wide implies covering as much territory as you can, while go deep suggests mining your current location to extract as much goodness as possible. For many businesses, including law firms, go wide is their first impulse. Doing the hard work [...]

Spotted on the side of a bus recently: “New customers are better than old customers because they have that nice new customer smell.” Really??? We’re told that it can cost six to seven times more to recruit a new customer than to retain a satisfied customer. With an existing customer you can leverage your established [...]

What are the key factors that lead to a successful long-term relationship between corporate clients and their outside counsel? LexisNexis Martindale-Hubbell (in association with The Global Legal Post) have just released a report of a 2012 survey of in-house counsel in Western Europe that seeks to answer that question. The report examines the following issues: Selection [...]