The Lawyer's Guide to Strategic Practice Management (2nd edition)

This new and updated edition of The Lawyer's Guide to Strategic Practice Management provides law firm leaders with the very latest guidance and market knowledge on how to improve and refine current management strategies in order to thrive and compete in today's legal marketplace.

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Could you benefit from expert guidance on how to stay competitive and streamlined in a legal marketplace that is increasingly competitive?

Law firms are finding it harder to adapt quickly to a legal landscape that is constantly evolving. That's why it's imperative for law firm leaders to recognise and respond to this change in order to stay competitive.

While the economy has improved, key challenges from the recession remain. Clients are more demanding, reducing cost is as important as it ever was, and firms realise that operational efficiency is crucial to gaining small but important margins. In this market, those small margins can be game-changers for large and small firm alike.

This new and updated edition of The Lawyer's Guide to Strategic Practice Management equips law firm leaders with the very latest guidance and market knowledge on how to improve and refine current management strategies in order to thrive and compete in today's legal marketplace.



From the latest developments in technology and AI, how to improve your firm's coverage on LinkedIn to increasing motivation to act on cross-selling opportunities, this guide is an amalgamation of guidance from the most talked-about thought leaders in the legal sphere.

The second edition contains 6 new sections all complete with new chapters for this edition, covering: law firm strategy; market and client development; people and talent management; finance and pricing; optimisation and technology; and legal skills and business development.

Key features of this updated guide

  • 33 chapters covering six key areas of law firm management
  • Contains valuable material such as diagnostic questionnaires, how-to guides, case studies and action-planning worksheets

Order your copy of this guide to:

  • Review revenue and profit models, profitability strategies and law firm profit drivers
  • Examine the various alternatives to the traditional billing hour
  • Measure and manage the performance of your lawyers
  • Find market niches and develop individual business development strategies
  • Learn about the adoption of client listening programmes
  • Use big data for billing and cost and forecasting analysis
  • Build the business case for legal project management
  • Improve client and staff communication, connectivity and collaboration strategies

Download the free whitepaper>>>

Contents

Chapter 1: Defining your strategy

Chapter 2: Introduction to the strategic planning process

Chapter 3: Seeing the future first – Analysing strategic trends

Chapter 4: Why law firms might consider a merger as a strategic option

Chapter 5: Building a culture of innovation in legal services

Chapter 6: Horizon scanning to identify and capitalise on new growth

Chapter 7: Finding niches and developing your strategy

Chapter 8: Increase motivation to act on cross-serving

Chapter 9: Does your firm need a key relationship program?

Chapter 10: Competing via culture – How to give clients a true one-firm global service

Chapter 11: Unlocking value through close collaboration with outside counsel

Chapter 12: Getting inclusive about inclusion – A talent management strategy

Chapter 13: Compensation systems – Integrating partner incentives with firm goals

Chapter 14: Measuring and managing the performance of your people

Chapter 15: The future roles of partners and leaders

Chapter 16: Law firm leadership development – The practice group path to law firm leadership

Chapter 17: When firm leaders transition

Chapter 18: What Gen Y wants – How law firms can get the best from the new power generation

Chapter 19: Establishing appropriate cash and lockup profiles for teams and departments

Chapter 20: Practical strategies to improving cash flow – Partners and communication

Chapter 21: Alternatives to the billable hour

Chapter 22: Developing the right pricing model based on data

Chapter 23: The challenge to optimise

Chapter 24: An introduction to Lean and Six Sigma

Chapter 25: Technology

Chapter 26: Fusion = innovation – How to align your firm's IT and business strategies

Chapter 27: Projecting success – Get more value out of your law firm's IT investments

Chapter 28: Robot law

Chapter 29: The future of law in the age of robot lawyers and blockchain technology

Chapter 30: Pitch team and planning

Chapter 31: Practical advice on building a social law firm

Chapter 32: How to optimise your LinkedIn profile to get found by your ideal client

Chapter 33: Managing your interview – Essential communication skills

Check our Executive Summary and full table of contents here

Authors

Viv Williams
Chief Executive Officer of 360 Legal Group
John Sterling
John Sterling is Chief Marketing Officer at Sterne Kessler Goldstein & Fox, a leading IP specialty firm based in Washington, DC. He is also the Founding Partner of Sterling Strategies, LLC. Prior to founding Sterling Strategies, John was a founding partner at Smock Sterling Strategic Management Consultants. He has over 30 years of experience in strategic management and market research. John has worked extensively with law and other professional service firms, as well as with industrial and consumer product companies and not-for-profit organisations. His work with TimeLine Theatre Company in Chicago won the Richard Goodman Strategic Planning Award for excellence in strategic planning from the Association for Strategic Planning. John is past president of the Strategic Management Association in Chicago and is a contributing editor to the business journal Strategy & Leadership.
Patrick J. McKenna
Patrick J. McKenna is an internationally recognized author, lecturer, strategist, and seasoned advisor to the leaders of premier professional service firms. His published articles have appeared in over 50 leading professional journals and his most notable book, First Among Equals (2002), topped bestseller lists in the US, Canada and Australia and has been translated into nine languages. He was recently voted by the readers of Legal Business World as one of only seven international Thought Leaders (2017).
David H. Freeman
Chief Executive Officer of David Freeman Consulting Group
Chrissie Lightfoot
CEO of EntrepreneurLawyer Limited
Robert Pay
Global Services Business Development Director Alvarez & Marsal North America LLC
Patrick J Lamb
Patrick Lamb is founding partner of ElevateNext Law, LLP, and vice president of Elevate Services, Inc. Pat and his long-time partner Nicole Auerbach founded ElevateNext Law in 2018 to provide legal services in alignment with Elevate Services, a global law company. The unique arrangement armed ElevateNext with global capabilities and a wide array of additional tools to utilize in crafting solutions for its customers. ElevateNext allows Elevate to offer its customers services that include practice of law areas it previously had to defer to other law firms. Pat has been a long-time innovator in the delivery of legal services. Having launched Valorem Law Group in January 2008, Pat became the leading voice for alternative fee structures in all types of legal matters, including complex business litigation. Valorem has been recognized by clients and others as one of the leading AFA firms in the country. Pat pioneered the essential relationship between alternative fees and client service, and has long argued that alternative fees are but one of several essential tools that should be deployed to serve clients. Pat has been recognized four times as a BTI Consulting Client Service All-Star MVP, and Valorem has been named six times a member of the BTI Client Service A-Team. Pat remains an active practicing lawyer but now is devoting considerable attention to designing solutions for customer issues that help avoid litigation and disputes. He has tried numerous cases around the country and draws on his long experience as a litigator and trial lawyer to design effective solutions. He is in great demand as a speaker, at both public and private events. He is a prolific writer, including his periodic column for the ABA Journal’s award-winning New Normal section and his blog, In Search of Perfect Client Service, www.patrickjlamb.com. His latest book, Alternative Fee Arrangements for Litigators and their Clients, was published by the ABA in 2014. He can be found on Twitter at @ElevateLamb.
Andrew Hedley
Andrew Hedley works with the leaders of law firms on issues of vision, strategy, and change. He established Hedley Consulting in 2005 after almost a decade as the business development director of two UK top 20 international law firms. His practice is recognised as a leading boutique strategy consultancy within the legal sector.  Andrew is a recognised expert in the field of law firm mergers. Whilst working within private practice he was a member of a small strategy group tasked with pursuing M&A opportunities which led to the execution of a number of significant mergers as well as numerous early-stage negotiationsand evaluations. He has carried this expertise through to his consultancy practice and now advisesfirms at all stages of the merger process – from creating initial strategy, to candidate firm identification and evaluation, through the full negotiation and business case development process and, finally, postcompletion implementation strategy and delivery.
Adam Billing
Adam Billing is the founder of Treehouse Innovation (www.treehouseinnovation.com). He works with leading corporate and professional service organisations, helping them to develop new products, services, and strategy, and to build their own internal innovative capacity.
Robert Pay
ROBERT PAY started his career in London where he first worked in advertising as an account manager for a number of multinational clients. He then moved to Deloitte Haskins & Sells as marketing manager for the banking and securities practice both for the UK and the international firm; it was here that he first got involved in key relationship management for US, UK, and Japanese banks. He was then recruited by Clifford Chance to establish its first marketing function and set up a key relationship program, the first in a major law firm. Robert then served at the London Stock Exchange as head of marketing where he partnered with investment banks to develop a successful campaign to compete with NYSE and Nasdaq for international IPO business; he also launched and served on the board of Aim, working with regional and national legal and accounting firms to promote this successful growth companies market. He then became managing director of Jaffe Europe, working with a wide range of law, accounting, and consulting firms, largely on client relationship and satisfaction programs. Moving in-house, he then led the marketing functions of BSI Management Systems, a global certification body, and international law firm Taylor Wessing LLP. Based in New York since 2008, he currently works for Alvarez & Marsal LLC, a global professional services firm best known for restructuring and performance improvement. He is also an associate of InfiniteSpada and Z/Yen Group. Robert is a graduate of Oxford University where he majored in history. He has an MBA (distinction) from Cass Business School, City University, London; he holds a UK Market Research Society Diploma (distinction); and is a certified business coach. He is fluent in French, German, and Spanish. He has designed and implemented key relationship programs for accountants, lawyers, and consultants, and in financial institutions. He is contactable at robert@robertpayconsulting.com.
Heidi K. Gardner
Heidi K. Gardner, PhD, is a distinguished fellow in the Center on the Legal Profession at Harvard Law School. Her research focuses on leadership and collaboration in professional services firms. She has authored or co-authored more than 50 book chapters, case studies, and articles in scholarly and practitioner journals, including the Academy of Management Journal, Administrative Science Quarterly, and Harvard Business Review. Her first book Leadership for Lawyers: Essential Strategies for Law Firm Success was co-edited with Rebecca Normand-Hochman (2015) and her latest book Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos was published in 2017 by Harvard Business Press. Heidi works extensively with professional services firms and in-house professional departments in corporations around the globe. In addition to advising senior leadership teams, boards, and executive committees on strategic issues, she has addressed more than 10,000 professional firm partners in more than 20 countries on the theme of smart collaboration. Heidi has lived and worked on four continents, including positions with McKinsey & Co. and Procter & Gamble, and as a Fulbright Fellow. Presently she serves on the board of directors for The Second Step, a non-profit agency in the Boston area focusing on survivors of domestic violence.
Danny Ertel
Danny Ertel is a founding partner of Vantage Partners LLC, a spin-off of the Harvard Negotiation Project, where his practice focuses on helping organizations negotiate, manage, and (when necessary) remediate their most important commercial relationships. Danny has written four books, the latest of which is The Point of the Deal: How to Negotiate when Implementation Matters. Danny was previously a partner at Conflict Management, Inc., a senior researcher at the Harvard Negotiation Project, an attorney with Debevois & Plimpton, and a clerk to the Hon. Justice Harry A. Blackmun of the US Supreme Court.
Lisa B. Horowitz
Founder and principal advisor, Attorney Talent Strategy Group, LLC
Arthur G. Greene
Principal, Boyer Greene LLC
Patricia Wheatley Burt
Patricia Wheatley Burt (PWB) has been consulting and advising in this sector for over 20 years. Projects include mergers, acquisitions, lateral hires, re-structuring leading to partner development, performance and remuneration management, and other business-focused services. She develops and delivers valuable interpersonal skills programmes, and leadership and management programmes Patricia Wheatley Burt is an experienced researcher: she has undertaken extensive research into the role of a MP and on leadership of which key information is provided in this report She is also a regular contributor for professional journals and is the author of Leadership in Law Firms (after the Legal Services Act, December 2010), The Role of the Managing Partner in a Law Firm (2006), Profitable Performance Management (2005), and The Role of the Law Firm Partner (first edition, 2012).
Harry P. Trueheart
Harry Trueheart is the chairman emeritus of Nixon Peabody LLP. Before this, he served as chairman, managing partner and CEO of the firm; he is also immediate past chair and CEO of TerraLex, a global network of more than 150 leading business law firms with more than 19,000 lawyers in 100 countries. Under Mr. Trueheart’s leadership, Nixon Peabody grew to be a national and international firm with offices in major US and international markets. He led Nixon Peabody to be recognized as a Fortune 100 Best Place to Work. His law practice has focused on dispute resolution, particularly arbitration of international business disputes. He is a Fellow of the College of Commercial Arbitrators, a Fellow of the Chartered Institute of Arbitrators, and an arbitrator for the American Arbitration Association, for which he has also served on ICDR panels. He serves as a mediator for a Federal Court administered mediation program.
Patrick J Lamb
Patrick Lamb is founding partner of ElevateNext Law, LLP, and vice president of Elevate Services, Inc. Pat and his long-time partner Nicole Auerbach founded ElevateNext Law in 2018 to provide legal services in alignment with Elevate Services, a global law company. The unique arrangement armed ElevateNext with global capabilities and a wide array of additional tools to utilize in crafting solutions for its customers. ElevateNext allows Elevate to offer its customers services that include practice of law areas it previously had to defer to other law firms. Pat has been a long-time innovator in the delivery of legal services. Having launched Valorem Law Group in January 2008, Pat became the leading voice for alternative fee structures in all types of legal matters, including complex business litigation. Valorem has been recognized by clients and others as one of the leading AFA firms in the country. Pat pioneered the essential relationship between alternative fees and client service, and has long argued that alternative fees are but one of several essential tools that should be deployed to serve clients. Pat has been recognized four times as a BTI Consulting Client Service All-Star MVP, and Valorem has been named six times a member of the BTI Client Service A-Team. Pat remains an active practicing lawyer but now is devoting considerable attention to designing solutions for customer issues that help avoid litigation and disputes. He has tried numerous cases around the country and draws on his long experience as a litigator and trial lawyer to design effective solutions. He is in great demand as a speaker, at both public and private events. He is a prolific writer, including his periodic column for the ABA Journal’s award-winning New Normal section and his blog, In Search of Perfect Client Service, www.patrickjlamb.com. His latest book, Alternative Fee Arrangements for Litigators and their Clients, was published by the ABA in 2014. He can be found on Twitter at @ElevateLamb.
Toby Brown
Director of Strategic Pricing and Analytics, Akin Gump
Vincent Cordo
Global sourcing officer at Shell
V. Mary Abraham
Founder of Broadli Inc.
Catherine Alman MacDonagh, JD
Catherine is a former corporate counsel and law firm executive. She now teaches and provides training and consulting services with a focus on marketing and business development, strategy, process improvement, project management, and operational and process excellence. In her practice, FIRM Guidance, she serves as “trusted advisor to the trusted advisors,” whether training, coaching, or developing competitive advantages. She is also Chief Enthusiasm Officer of Mocktails LLC, which offers experiential networking training programs, including The Legal Mocktail. A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, which offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed specifically for the legal profession. Catherine is an adjunct professor at Suffolk Law School and at George Washington University (Master’s in Law Firm Management) and a frequent guest lecturer at other academic institutions. She is the author of Lean Six Sigma for Law Firms and the co-author of The Woman Lawyer's Rainmaking Game and The Law Firm Associate's Guide to Personal Marketing and Selling Skills. She is a contributing author to six books: Redefining Matter Management: A Best Practice Guide to Improving Processes and Profitability; The Lawyer’s Guide to Project Management; The Bigger Picture: Driving Client Value Through Collaboration; The Lawyer’s Guide to Process Improvement; and The Procurement Handbook. Catherine is a founder of both the Coalition of Professional Services Providers and the Legal Sales and Service Organization, which presents the annual LSSO’s RainDance Conference. Honors and awards Catherine has received include: Fellow, College of Law Practice Management; Legal Marketing Association Hall of Fame (the association’s highest honor); Boston Business Journal’s 40 Under 40; two years on the prestigious MLF 50 (Marketing the Law Firm Top 50) List; and several Legal Marketing Association Your Honor Awards. 
John Alber
John Alber serves as futurist for the Institute for Future of Law Practice. He was also the first futurist for the International Legal Technology Association. He writes, speaks and consults widely, focusing on finding practical ways to reshape the delivery of legal services to suit a future demanding excellence far beyond substantive legal skills. Prior to his current role, John was a transportation industry CEO. Thereafter, he led Bryan Cave LLP to become one of the most innovative firms in the world, serving as its strategic innovation partner for more than 16 years. While at Bryan Cave, he also served for seven years on the firm’s operating group (its management committee). At Bryan Cave, John created one of the first Practice Economics consulting groups, one of the client facing technology groups and one of the first in-firm legal process outsourcing (LPO) organizations. The groups he created developed innovative web-based, client-centric applications that delivered legal advice to clients, managed complex workflows and even created pleadings automatically. They also developed client-facing knowledge management, project management, project estimation and business intelligence systems and highly technology-leveraged alternative staffing solutions for engagements of all types. John is an Emeritus fellow of the College of Law Practice Management. He has received a number of awards, both in the legal field and in information technology generally. Among other awards, he received ILTA’s first ever Premiership Award, was named American Lawyer Media’s first ever “Champion of Technology”, was given a Lifetime Achievement Award by Law Technology News and recognized as one of the Top 25 CTOs in the world by Infoworld. In addition, while under his leadership, Bryan Cave received recognition as a CIO Magazine “Top 100 Company” and was twice recognized as ILTA’s Most Innovative Firm.
Clare Adshead-Grant
Founding Partner, Calista. Clare’ opinions, hints, and tips can be regularly found on her blog via twitter, and she can be contacted via email at Calista. 

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