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  Most legal functions continue to cling outdated operating models with no transformation plan.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”

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Posted in Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: The 8 Laws of Personal Branding (Legal Branding Series part 4)

Rainmaking expert and trainer, Jaimie Field, is bringing us the latest in her legal branding series today, with the 8 laws of personal branding.


The past three Rainmaking Recommendations have been about building your personal legal brand and its importance.  Before discussing the many tactics and the ethical considerations in using those tactics to build your brand, I wanted to touch on one other idea that I love: The 8 Laws of Personal Branding.

I didn’t come up with these 8 Laws; Peter Montoya, a personal branding guru whose book: The Brand Called You, has been a best seller since 2005 was the one who developed these “laws”.  However, as lawyers, we love laws so I thought you would find this as helpful as I have in developing and building that brand. Continue Reading

Posted in Relationship Development

Who’s Building Your Client Relationships Today?

The idea that you would be so busy, that you’d send your assistant or an associate in your place to a client meeting, wearing a mask of your face and pretending to be you, is ludicrous, right?

But we build relationships online via proxy all the time. And not just with potential clients, but with current ones.

“That sounds crazy!” I can hear you saying. But does it? Are any of these scenarios familiar?  Continue Reading

Posted in Legal Marketing, Rainmaking Recommendations

Rainmaking Recommendation from Jaimie Field: The Benefits of Creating Your Legal Brand (Legal Branding Series 3)

Today, we’re bringing you a guest post from rainmaking trainer and expert, Jaimie Field, who continues her series on branding with the benefits of creating your legal brand.


In part 1 of this series, we discussed why you need to create a brand.  In part 2, we discussed what characteristics go into creating your brand.  Now, in part 3, we will be discussing the benefits of creating your legal brand.
There is real power in having a brand.  Your brand conveys the promises you are willing to make to your clients without necessarily saying a word.  Your personal brand is, as mentioned in part 2, is “what people say when you leave the room.”   But, what are the true benefits of creating a personal legal brand? Continue Reading

Posted in Firm of the Month

ILN Firm of the Month – SJA Avocats, Geneva, Switzerland!

The ILN is proud to announce our latest firm of the month, SJA Avocats, Geneva, Switzerland!
SJA Avocats was established over 25 years ago. They were among the first firms to practice across cantons, with offices in Geneva as well as Lausanne, covering all the Suisse Romande.

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Posted in Law Firms, Leadership, Legal Marketing

How to Leverage Multigenerational Talent to Achieve Business Development Success

Children businessmen are meeting in the office sitting at the computer

Today, I’m bringing you a post from an ILN marketer, Amanda Schneider. Amanda is with ILN member firm Epstein Becker Green, where she is the Chief Marketing Officer. Amanda provides tips on how firms can leverage the multigenerational attorney workforce through involvement in business development initiatives.


It is critical for firms to understand that attorney engagement in business and client development must begin in the early stages of an attorney’s career to ensure that he or she is prepared for the prospect of partnership. However, in order to do this, the firm’s culture must be accepting of providing true business development opportunities to non-partner attorneys.

Below are actionable ways to involve all generations in marketing and business development:

  • Support business plan development from day one. Empower members of the marketing and business development team to provide coaching to attorneys in a systematic manner that involves building a business development plan, starting from when an attorney joins the firm. Even first-year attorneys can consider their network of contacts and ways to continue building relationships that may eventually lead to business. The ability for junior attorneys to build their skill set in writing, speaking, and networking is critical for future success, and these skills must be engrained through training and coaching. Firm leadership must support this type of process to ensure its success.
  • Train for the effective development of an attorney’s online profile.Attorney biographies, blog posts, and social media profiles provide an opportunity to develop each attorney’s personal brand. With proper training, an attorney can effectively share the firm’s thought leadership through his or her social media network by using platforms such as LinkedIn and Twitter. An emphasis should be placed on adhering to ethical guidelines and conducting conflicts checks before writing on topics to confirm that the firm is protecting its client relationships. Blogs are a terrific place for attorneys to begin writing, as the more condensed format is less intimidating.
  • Use video to showcase talent at all levels. Video content is a fantastic way to include attorneys of all generations on the firm’s website and social media channels. For junior attorneys, video interviews provide a great opportunity to practice speaking publicly on niche topics.
  • Provide media training and access to interviews. The idea that only partners should byline articles and be included in media interviews is not conducive to training multiple generations on media relations. Firms should encourage partners to mentor non-partner attorneys on co-writing articles and give them access to media interviews, with proper media training.

With three generations of attorneys currently in the legal workforce, enormous opportunities exist for firms that can leverage their talents.