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Like with any relationship, the relationship you have with your law firm network will give back what you put into it. (This is true for any informal referral networks too, by the way)

While we wholeheartedly advocate that you join a network with the goal of being able to better serve your clients by offering them a broader level of expertise, and a vetted source of trusted partners around the world at a moment’s notice, we recognize the reality that many firms, of course, are also interested in receiving referrals, and working together with their fellow members to develop new business. While it’s a nice idea to think that you can join a network, tick a box, and sit back and watch the work roll in, the truth is that unless you’re in a jurisdiction where business is naturally incoming, this is unlikely to happen unless you put in some work. The network can and will help you facilitate your relationships with other members and will supercharge your networking and business development efforts, but there are some key strategic steps you can and should undertake to leverage your network membership. These ideas can also be applied to any informal referral networks that you may have. 
Continue Reading Leverage Your Law Firm Network for More Value

Artificial Intelligence: the number one topic for discussion among my lawyers when we ask them about future and current trends in the legal industry. Or as they like to refer to it, “technology.”

While a few people are still talking about it like it’s something that’s going to happen or will affect us in the future, the majority have accepted that AI is already here. Whether they’ve adopted certain pieces of it (see this discussion we had earlier in 2017 on AI), or they’re still trying to figure out what it means for their firm, there are some standard questions and ideas that law firms, lawyers, and other legal professionals should become comfortable with, if you’re not already.

To aid in this process, the Legal Marketing Association has been providing some additional resources on AI, and brought together some of the top minds in LMA to host a Twitter chat last week on the “Next Big Thing: Artificial Intelligence.” While I’d argue that it’s more just “The Big Thing” since it’s already here and being adopted by firms, and more importantly, their clients, the discussion was a robust one, with some excellent food for thought. The following is my summary of the discussion. 
Continue Reading Artificial Intelligence: What Law Firms Need to Know

I’m excited to bring you a guest post today from Wendy Merrill, who classifies herself as the Chief Rainmaker, Dot-Connector, and Growth Engineer at StrategyHorse Consulting Group. Wendy reached out to me a couple of months ago on LinkedIn, and when we talked on the phone, we connected right away, so I’m sure you will all find her to be as smart and forward-thinking as I do. In her post, she’s jumping into a sensitive topic that many of us tiptoe around in legal, but should be tackling head-on, that of succession planning.

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Succession planning is a frequent subject in partner meetings, as well as a bit of a hot potato.
Continue Reading Modern Succession Planning: Sustainability is in the “Heir”

Most of us are familiar with a typical referral – a lawyer that you’ve built up a relationship with who has need of your practice expertise or a client with work in your jurisdiction will call you up and ask for your assistance. At times, they will pass your name directly to their client to contact you directly. In either scenario, it is a one-to-one relationship from one party to another.

This is the way that many firms outside of, and sometimes inside of, law firm networks view the referral concept and on which they were founded. Networks were developed to build cohesive, collaborative environments that foster the strong relationships that make these referrals possible. Globalization in the legal market in the late 1980s and beyond required either this model, or mergers with larger firms, or firms opening offices in overseas’ markets. 
Continue Reading Driving Collaboration: Beyond the Traditional Referral for Mid-Sized Firms

Change can be intimidating.

Whether you find it exciting or not, even those of us who are the most adept at it can find it daunting and exhausting. In the legal industry, where change is historically slow, when it happens at all, it can be even more overwhelming. We hear an awful lot about it, but it can be challenging to know where to start.

There are companies jumping into the space from other industries, disrupting the status quo and throwing out the old ways of doing things. Clients like them, and they should. They’re more efficient, they bring fresh ideas, and they force those of us who’ve been here a while to sit up and pay attention. But obviously, there’s room for us too. We know this place the best, after all. Some argue that the more things change, the more they stay the same, and in many ways that will be true (client service, good solid legal advice, etc.). But let’s not let that argument be an excuse to avoid taking a hard look at ourselves and the ways that we can do better (remember the Stockdale Paradox?). 
Continue Reading Practical Steps for Undertaking Change in Legal

I am thrilled to announce the fourth release of our Corporate Group’s International Guide, Establishing a Business Entity. This collaborative electronic guide offers a summary of key corporate law principles in 31 countries across the globe, serving as a quick, practical reference for those establishing an entity in these jurisdictions. In 2017, we have…

We’ve talked extensively on Zen about how to make the most out of conference attendance and networking. But with the ILN’s European Regional Conference coming up next week, it’s at the forefront of my mind! Before we jump in, I’d like to point out that I think the word “networking” can get a bit of a bad rap. But in my mind, it’s really exchangeable with “business development.” While it doesn’t represent the entire sphere of activities that business development can encompass, when you’re effectively networking, you’re engaging in activities that can bring you more business, either now or in the future. So it’s worth investing your time and energy in.

With that in mind, I’d like to offer you five easy tips for conference networking that you can implement at your next event! 
Continue Reading Five Easy Tips to Network Like a Boss

We’re so excited to announce that we’ve welcomed a new member firm – Torres Law, a United States-based firm with a focus on international trade and customs law. Torres Law has offices in Dallas, Texas and Washington, DC.

The firm serves clients ranging from large, multi-national corporations to small importers and exporters. Torres Law also represents government agencies and assists larger law firms with complex trade matters.

In the area of U.S. export controls, the law firm advises clients on compliance with the International Traffic in Arms Regulations (ITAR), the U.S. Export Administration Regulations (EAR), and the various embargo and sanctions programs administered by the Office of Foreign Asset Controls (OFAC). In the area of customs, Torres Law advises clients on import compliance matters, including customs rulings, classification, country of origin, special duty programs such as NAFTA, focused assessments, C-TPAT, and seizures of goods by U.S. Customs and Border Protection. With respect to industrial security matters, the law firm represents companies in transactions subject to review by the Committee on Foreign Investment in the United States (CFIUS), and advises on measures to mitigate Foreign Ownership, Control, or Influence (FOCI).
Continue Reading International Lawyers Network Welcomes New Firm – Torres Law – Customs & Global Trade

Today, I’m excited to bring you a guest post from my friend, Jennifer Simpson Carr. Jenn joined Lowenstein Sandler as a Business Development Manager in 2013. With 10 years of experience working in law firms across the US, she has worked extensively to help firms and attorneys engage target audiences and win new business in competitive markets. She recently attended and presented at the Legal Marketing Association’s Southeast Conference, where she gained some excellent, actionable advice that firms can implement immediately. Below, you’ll see her five takeaways from the conference, which range from client service to analytics to succession, and her advice for what action firms can take to implement them.

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Last week, I had the pleasure of participating in the LMA Southeast Conference (LMASE17), which I found to be one of the most inspiring and thought-provoking conferences in my 10+ years in the legal marketing profession.

I find conferences energizing. They offer the opportunity to connect with the legal marketing community, share ideas and strategies, and gain new perspectives. This conference was no different and set new standards of excellence.

LMASE17 offered three days packed with educational programming, many sessions addressing the topics that are top of mind for in-house business development and marketing professionals as well as the agencies that support them.

As I reviewed pages of notes and contemplated how to use some of this newly-acquired wisdom to make an impact, five themes stood out to me as strategic and actionable, and yet easy opportunities for any professional to affect change.
Continue Reading 5 Actionable Takeaways from LMASE17 to Make an Immediate Impact at Your Firm

Raise your hand if you’ve received an overly friendly email from a stranger, asking you for a favor.

Everyone? I thought so.

Why do these bug us so much? Aside from the fact that we’re busy enough trying to do our own work, balanced with some personal time, and fitting in helping out people we actually know, the reason is that when a stranger asks us for a favor they’re doing so without having any relationship equity. 
Continue Reading Build Relationship Equity First