Posted in Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: Focus on Rainmaking Every Day, But…..

In today’s Rainmaking Recommendation post from expert and trainer, Jaimie Field, she addresses a question you likely know the answer to – are all rainmaking activities created equal? And if not, should you be devoting your time to lower value activities, and considering “rainmaking” checked off your to-do list? Read on…


Ever since I became a Rainmaking Trainer and Coach more than 16 years ago, I have said over and over again that you need to do some marketing or business development activity every single day.

However, recently I was asked a question:

How much time should I spend on marketing and business development activities per week?  Continue Reading

Posted in Future of the Law Firm, Law Firm Client Service, Law Firms, Legal Marketing

If you knew how clients choose new lawyers would you engage differently with legal directories?

Legal directories have been both valuable, and a source of frustration, for lawyers and in-house counsel alike. Recently, a new directory appeared on the scene, threatening to disrupt what we’ve all been accepting for the last several decades – Top 3 Legal. In today’s guest post from founder Gareth Stephenson, learn more about the platform, and what makes it unique from other traditional directories.


Top 3 Legal ( launched last month alongside some compelling market research.  Their key finding was that clients instruct new lawyers based on peer-to-peer recommendations 8x more than they use traditional legal directories.  This desire of in-house counsel to collaborate and pool experiences is also reflected in the proliferation of in-house counsel networks. Continue Reading

Posted in Firm of the Month

ILN Firm of the Month – Müller & Partner Rechtsanwälte, Liechtenstein!  

The ILN is proud to announce our latest firm of the month, Müller & Partner Rechtsanwälte, Liechtenstein!

MÜLLER & PARTNER RECHTSANWÄLTE was founded in 1998 and has since then developed to become one of the most respected independent law firms in the Principality of Liechtenstein.

The firm specialises in litigation, specifically in representing clients before courts and public authorities under civil law, criminal law and public law, as well as legal consultancy in all fields of law. Within this context, the legal team of MÜLLER & PARTNER RECHTSANWÄLTE advises and represents clients from Liechtenstein and abroad. Continue Reading

Posted in Leadership, Relationship Development

Collaboration, Passion, and Integrity Are The Hallmarks of a Successful Network

If you haven’t had the opportunity to read retired soccer player, Abby Wambach’s remarks to the graduates of Barnard College, it’s worth taking a few minutes to give them a read. Wambach’s speech, and the discussion that we recently had at our Annual Conference with facilitator Wendy Merrill of Strategy Horse, which incorporated the concept of finding your “why?” are both things that have resonated deeply with me over the last few months. The idea of finding your “why?” focuses on digging down into the reason behind everything that you do, so that you give a purpose to it – it will be the driving force behind why your clients hire you, why you practice law, why other lawyers want to join your firm, and why young lawyers want to come into and stay with your practice.

A network is no different – it’s more than just a directory of names. It’s a living, breathing organism, and the thing that keeps people coming back to it and investing their time and energy into it is the why. Our “why” is defined by three guiding principles:  Continue Reading

Posted in Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: You Don’t Need to Take Every Client

Rainmaking expert and trainer, Jaimie Field, is bringing us a post today, and the title might make you a bit uncomfortable. But she’s speaking the truth. Read on to find out why.


I’m in a facebook group with a lot of really great attorneys.  And recently, there has been a spate of posts which detail the obnoxiousness that some attorneys face with potential clients who are contacting them.

Many lawyers, particularly small firm and solo attorneys, are working with the notion that if they don’t take every client who contacts them or walks into the door, they will never get another client.  Even attorneys in large law firms may feel the need to take THAT client. In psychology and the personal development field, this is known as the “scarcity mentality”. Continue Reading

Posted in Law Firm Client Service, Law Firms

You Won’t Get Anywhere Without Relationship Equity

We’ve talked a lot in recent posts about the idea of “relationship equity” and I’d like to revisit it again today – it particularly struck me as a friend of mine recently accepted a job offer and when she announced the company she was working for, suddenly people were coming out of the woodwork to ask her for favors and help. Many of those people aren’t connections she’s regularly in touch with – in other words, they have no relationship equity with her. It reminded me of another story.

Recently, I received an email from someone I don’t know – like everyone, I get LOTS of these, but this one struck me. He must read my blog, because he mentions it in his note. He even manages to spell my name correctly.

However, the purpose for his email is to tell me about this blog post he wrote, to suggest that I use it as the subject matter of one of my own posts, and that I tweet out his link to my Twitter followers. In fact, he goes so far as to mention that his is a topic worthwhile of discussion by the entire legal blogosphere. Really?

Well, I’m certainly not biting. Continue Reading

Posted in Future of the Law Firm, General Counsel Corner, Law Firm Client Service

Legal Transformation: The new playbook

Today, we’re bringing you a special guest post from the folks at Legal Gateway, who are looking at the changing legal industry. In-house lawyers: this one’s for you, but it’s equally essential for our outside counsel readers to dive into this one. This was originally published on Plexus.


“As CEOs plan their strategies to take advantage of transformational shifts,” the consultancy PWC suggests in their annual survey of CEOs “they are assessing their current capabilities – and finding that everything is fair game for reinvention.”  Most legal functions continue to cling outdated operating models with no transformation plan. They do so at their peril. Continue Reading

Posted in Legal Marketing, Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: How to Create Your Personal Legal Brand

Rainmaking expert and trainer, Jaimie Field, is bringing us the latest in her legal branding series today, how to create your personal legal brand.


Over the past 4 Rainmaking Recommendations (which can be found here) we have been talking about your personal legal brand.  Today we speak, albeit in generalizations, how to create your personal legal brand.

There are hundreds of marketing and business development tactics you can use, and there are thousands of locations on the internet where you can create a presence, to develop your personal legal brand.   The trick is to be consistent with how you portray yourself, what kind of lawyer you are, how you want to be known. Continue Reading

Posted in Firm of the Month

ILN Firm of the Month – Bouchoms & Braesch, Luxembourg!  

The ILN is proud to announce our latest firm of the month, Bouchoms & Braesch, Luxembourg!
Bouchoms & Braesch is an independent law firm in Luxembourg, which serves private organisations, family businesses and public entities.
Bouchoms & Braesch was created by two lawyers with more than 10 years’ experience working at renowned law firms and financial institutions. The members of Bouchoms & Braesch sought to create their own firm with personalized services for its valued clients.
Bouchoms & Braesch offers a full range of services to its clients. These services include corporate law, corporate finance, mergers and acquisitions, corporate governance, national and international tax law, collective procedures and liquidation of regulated and unregulated vehicles and business litigation.

Continue Reading

Posted in Relationship Development

“Authenticity” Might be Cliche, but it’s Essential to Building Client Relationships

“Authenticity” has become a dirty word.

It’s right up there with some of the other most hated buzzwords and phrases – “at the end of the day,” “thinking outside of the box,” “synergy,” “value add,” “circle back,” “bandwidth.”

Are you cringing yet?

But even though the word “authenticity” might make your skin crawl, it’s actually a pretty important concept – it’s a buzzword for a reason.

For the purposes of this post, let’s look at a definition for “authenticity.” Merriam-Webster says it means:

: real or genuine : not copied or false

: true and accurate

: made to be or look just like an original”

Continue Reading