Lean Adviser Legal

July 07, 2022 | Lean Adviser

Insurers are hiking rates because malpractice payouts have grown exponentially, and because they fear that hastily recruited lawyers and hybrid working will make things worse. The way to secure attractive insurance rates is to have a good claims profile, and the keys to that are all in the fundamentals.

By Lean Adviser Legal

3 minute read

July 01, 2022 | Lean Adviser

Having established what clients are for, we ask what attorneys are for. Again, firms who get this right will navigate the downturn far better than those who don't.

By Lean Adviser Legal

2 minute read

June 24, 2022 | Lean Adviser

Not all firms are client-oriented. There is a spectrum spanning firms with a "commodity approach" at one end, and firms with a "professional service" approach at the other.

By Lean Adviser Legal

3 minute read

June 17, 2022 | Lean Adviser

In a bear market, clients become more strategic, they reduce demand, cut their spend, and spread the work around. The real impact is the shift in power from the talent back to the client. As the available work declines, and clients become more inquisitive and discriminating. Not just in rates, where traditional old sensitivities return, but in how the legal services are actually provided.

By Lean Adviser Legal

2 minute read

June 10, 2022 | Lean Adviser

Connecting with clients and bridging the disconnect in our profession is the single most important survival skill any law firm can develop. Every law firm wants to stand for something, and have a set of values, but be sure to make them clear, relevant and client-facing, because this is what will resonate.

By Lean Adviser Legal

3 minute read

June 03, 2022 | Lean Adviser

The simple but striking insight of taking an interest in the client's viewpoint can change everything. In effect, perhaps unwittingly, by asking clients just about a law firm's marketing campaign, it also finds out about the client's entire operation and about the disconnect in the legal profession. A devastatingly simple idea: direct communication aimed at learning the buyer's viewpoint.

By Lean Adviser Legal

2 minute read

May 27, 2022 | Lean Adviser

Touting past victories and tellling war stories tells prospective clients everything about other assignments for other clients, but nothing about what the firm stands for, and how those values could relate to that client's problems.

By Lean Adviser Legal

3 minute read

May 20, 2022 | Lean Adviser

There is a disconnect in the attorney-client relationship, and law firms may be perpetuating it while thinking they're fixing it.

By Lean Adviser Legal

3 minute read

May 13, 2022 | Lean Adviser

Which is more important, the attorney experience or the client experience? This sounds like a decent question, right? But it's not. It's the wrong question. How so? Because the attorney experience and the client experience are the same thing.

By Lean Adviser Legal

3 minute read

May 06, 2022 | Lean Adviser

Have you ever lost a case, or seen a transaction crash, and kept the client? If so, why? This is a critically important question for law firms, because client retention is the key to consistent profitability and sustained growth. Given the importance of the question, it's remarkable how many law firms get the wrong answer.

By Lean Adviser Legal

3 minute read