Legal skills and practice Books

Book SynopsisMuch has changed in the ten years since the publication of the first edition of Women-at-Law. But, unfortunately, much has also stayed the same. Women are still confronting issues of promotions and equal pay, while also struggling to maintain a healthy work/life balance. But no woman is alone in the legal profession, and Women-at-Law, Second Edition is the guide that proves it. Author Phyllis Epstein has interviewed over 500 women lawyers of all ages, backgrounds, and lifestyles nationwide to address how women today are meeting the challenges of competing in the legal profession without sacrificing their home and family lives as well. This updated edition includes: * Wisdom and experience from women lawyers sharing their life experiences* Taking a time out from a legal careerand making a comeback* The intricacies and rewards of juggling a personal and professional life* If the option of part-time work is right, and how to make it work* Updated research on topics like attrition of women lawyers, schedule demands, and the unique focus women can bring to the profession Women-at-Law provides women with ideas and suggestions about how to deal with their professional and personal goals and challenges and make the compromises required to "have it all"even when "having it all" can be different for each individual. You'll learn that, with some effort, a woman can redirect her career, home life, and interests in the long journey that is a successful life.

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Book SynopsisIn addition to discussing the numerous ways, with many examples, lawyers can improve their service to their clients, the book presents other relevant topics about producing and using innovative legal service applications. That starts with why lawyers should evolve like almost all businesses that strive for better client service. It is just not a matter of obtaining more business. The “why” is also for reduced negligence claims and fewer client complaints (and less fear of them both happening.) Also, adding research and development of client service to a lawyer's job description will make their jobs more creative and enjoyable. The book explores the many elements of good legal client service and the processes of finding, creating, evaluating, and ensuring implementation of applications. Along the way, the book, sometimes with humor, has several lawyer war stories to make a point and the odd practice tip. The style of the book is casual and personal. The book is based on the author's 42 years of practicing law and his research and presentations over the years about creating innovative legal service applications. Some examples are client manuals for different practice areas, client enhanced content and forms for a firm’s website, slideshows for initial consultations shown on client monitors and better use of generic software. Though primarily directed at lawyers in solo, small firm, and general practice, the book would be of interest to lawyers of all degrees of experience, in all areas of practice, in all sizes of firms, and even lawyers not in private practice. All lawyers should want to serve clients better and enjoy their job more. Reviews and Endorsements: "This book is an essential addition to any lawyer's library. While the primary audience may be the lawyer setting out to build a clientele as a sole practitioner or in a smaller office setting, the insights into marketing, creating and sustaining client satisfaction will be valuable to any practising lawyer. It offers practical tips on interacting with clients. This book has a great writing style. The reader can easily find topics of interest. I founded a two-lawyer firm and built it to a 45-lawyer firm. If this book had been available, it would have been on the desk of every lawyer that we hired. This book is highly recommended." - Lynn Harnden, Ottawa labour and employment law lawyer “Great read! Whether you are starting out in private practice or you just made managing partner, Pascoe’s book delivers a fresh roadmap to what our clients desire: honest service, fair results and above all, to be not just a part of the process but a partner in it.” - Michael Cochrane, Toronto lawyer and author of Surviving Divorce (6th edition) “This book should be compulsory reading in every law school or Bar Admission program. With more and more newly minted lawyers hanging their own shingle upon their call to the Bar, the Applications developed by the author serve as a foundation for the development and practices of a great lawyer and law firm. As a commercial and insurance litigation lawyer with more than 25 years’ experience, I can attest to the transferability of most of the Applications from one area of practice to another, as the Applications are both adaptable and adoptable. Finally, the book provides the readers with what is tantamount to a “Get Out of Jail Free” card by introducing the lawyer to Applications that serve to reduce the risk of having a complaint brought against the lawyer by an unhappy client and having to defend oneself against a claim that may best have been avoided at the outset by the development of better solicitor-client communications skills derived from Pascoe’s book." - Norman Carroll, Ottawa Commercial and Insurance litigation lawyer "This book starts with the data around lawyers and law firms, and the author’s years of successful practice, and builds a helpful resource based on it. At practicePRO, LAWPRO’s claims prevention and risk management program, as the author notes, we have long recognized that in most areas of practice, mistakes and client management issues more frequently arise from how the services were delivered than the legal advice itself. This book recognizes these service-related risks. A key theme throughout is that we can enhance client service, which will not only reduce risk, but also enhance lawyer fulfillment. The book includes both effective practice management techniques such as developing intake procedures, client manuals and client questionnaires with tips to provide client moments to enhance the legal services experience. The author graciously provides the secret sauces he developed to help deliver excellent service to his clients; now he’s given other lawyers and law firms the recipes so they can serve up similar successes. It’s an easy read, packed with great resources." - Juda Strawczynski (He/His/Him), Director, practicePRO "If you’re an innovative lawyer – read this book. There are gold nuggets sprinkled throughout to help you be ahead of the crowd. Laurie Pascoe has decades of lawyering innovation and expert marketing behind him. It shows. He passes the knowledge along in this book. Practical “rubber hits the road” tips to guide you along your own path and even a chapter to support you to get them done. It’s a wonderful resource and I am honored to have had the experience of working (yes, on the other side of family law files) with him. I can attest that he “walks the talk” of innovation. I have picked his marketing brain for years, and am so happy to have this book." - Elizabeth Swarbrick, Family Focused Law – Almonte Ontario "I was worried this book would be out of my league, but to my surprise, I had a good time reading it. The author was highly relatable and dealt with practicable teachings. Readers could also apply his words and advice in business and daily living. For instance, the subtopic that addressed keeping scorecards and learning to manage time and energy was aptly resourceful for me. I also love how he softens the seriousness of this book with humour and war stories from his own experiences….. I commend the author for an intricately compiled work and a well-done job. In a nutshell, there is nothing I dislike about this book. It is also exceptionally edited and free from errors. For these reasons, I rate this book 5 out of 5 stars…. I highly recommend this book to lawyers and other readers curious about legal services applications. Sit back and buckle up; this book is all-inclusive, with an excellent appendix for further research." -OnlineBookClub.org (where a longer fuller review can be found)

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Book SynopsisThe book demonstrates how to offer testimony on direct examination, how to cross-examine and impeach various types of witnesses, and how to use discovery in the examination of witnesses. The authors illustrate model examinations and offer citations to rules and cases that can be relied upon by an advocate preparing an examination on an important point. The Fifth Edition adds new material addressing the many authentication issues that can arise as digital evidence is presented at trial. The authors have drawn upon excellent work by others to present the new material so that it is clear and understandable.

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Book SynopsisMany firms take it on faith that there's only one way to attract and retain top talent and motivate peak performance: Ever-rising salaries. But has it worked? Firms’ hyper-competitive cultures, complaints of growing incivility and demoralization, a diversity crisis at the top, and a revolving door of talent suggest that it's time to try something new. Positive Professionals is a practical handbook of science-backed strategies to foster full engagement by enhancing people's experience of meaningful work, of feeling valued and valuable, and of growing and developing. Skeptical of a new approach? That’s natural. But it has science on its side. The book's well-researched business case convincingly shows that greater engagement boosts not only individual well-being but also profitability, productivity, performance, retention of talent, and client satisfaction.Trade Review"Law firm failures aren't always spectacular implosions that produce dramatic headlines. Many firms are suffering a slower, more insidious death through worker disengagement. Lawyers are not alone in the search for personal fulfillment through meaningful employment. But today's attorneys are suffering disproportionately from its absence. In Positive Professionals, former Big Law partner Anne Brafford blends psychology, biology, social science, and personal narratives to develop practical solutions. A must-read for every law firm leader (are you "toxic" or "transformational"?), Brafford offers recommendations that, if followed, will enhance the quality of lawyers' lives and improve the profession." -- Steven J. Harper, retired partner at Kirkland & Ellis LLP, columnist, and author of several books, including The Lawyer Bubble–A Profession in Crisis, and Crossing Hoffa–A Teamster’s StoryLaw firm failures aren't always spectacular implosions that produce dramatic headlines. Many firms are suffering a slower, more insidious death through worker disengagement. Lawyers are not alone in the search for personal fulfillment through meaningful employment. But today's attorneys are suffering disproportionately from its absence. In Positive Professionals, former Big Law partner Anne Brafford blends psychology, biology, social science, and personal narratives to develop practical solutions. A must-read for every law firm leader (are you “toxic” or “transformational”?), Brafford offers recommendations that, if followed, will enhance the quality of lawyers' lives and improve the profession. -- Steven J. Harper, retired partner at Kirkland & Ellis LLP, columnist, and author of several books, including The Lawyer Bubble–A Profession in Crisis, and Crossing Hoffa–A Teamster’s Story"Positive Professionals is a must-read for anyone who wants to learn more about work engagement and how to create it through practical, science-backed strategies tailored to the legal profession. It is a fascinating and useful read, and offers a much-needed fresh perspective on the potential for positive pathways to productivity and profitability in the law. The book will appeal to future-facing firms wanting to become magnets for the best talent and to enable all lawyers to be their best personally and professionally. It should be on the desk of every law firm partner. Morgan Lewis is proud to claim Anne as one of its own and applauds her important contribution to our profession!" -- Jami Wintz McKeon, Chair, Morgan, Lewis & Bockius LLP

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Book SynopsisThe practice of law can seem so simple, yet so daunting. The lawyer earns fees by representing clients, but is also subject to limits that can put the brakes on client representation. This is called "fighting fair," which requires zealous advocacy within the bounds of the law. The law that governs the conduct of lawyers in litigation and elsewhere includes each jurisdiction's Rules of Professional Conduct, common law (such as agency and malpractice law), a few statutes (such as fee-shifting provisions), and court rules (such as Rules of Civil Procedure). A lawyer’s license to practice, and income, depend on understanding of all these bodies of law, as adopted in each jurisdiction. Violation of a jurisdiction’s Rules of Professional Conduct can result in professional discipline, with sanctions ranging from disbarment, suspension from practice, and fines to public and private reprimands. This book covers both trial lawyer ethics and matters outside the courtroom. It covers topics common to all representations, such as obligations to clients and the limits of the law, and much of it addresses pleadings, answers, motion practice, depositions, settlement, and appeals.

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Book SynopsisAfter reading this guide you will: Recognize and avoid common decision-making errors in litigation; Anticipate likely court outcomes more accurately; Communicate with clients about what's most important to them in their case; Help clients make better decisions; Negotiate and mediate more effectively; and Learn about technological tools to help make decisions in litigation Everyone involved in the settlement of lawsuits should make use of this valuable resource with many practical illustrations and checklists. Even the most experienced litigators will gain valuable guidance for effective and ethical practice of litigation and negotiation. This book also is very relevant for corporate and government counsel and executives, settlement conference judges, and law school faculty and students.

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Book SynopsisThe world of litigation is a fiercely adversarial one, and within the bounds of honesty and professional ethics, the litigator is expected to fight voraciously for the best interests of the client. Through a rigorous process that includes conscientious preparation of the case, thorough methods of discovery, artful briefing, and meticulous examination of witnesses, litigators are expected to clarify the facts, expose deception, and--in most cases--arrive at truth and justice in the end. Questions and Answers for Litigators distills the sage advice of skilled and seasoned trial litigators who have long labored in the trenches and, as a result, know what works. This collection of advice and gems of practical wisdom from experienced practitioners will benefit litigators in their practice.

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Book SynopsisThis book is designed to help lawyers at all levels of law firm management create and implement business strategies. After all, you can't have a successful law firm without knowing how to run a business! Each chapter provides an easy-to-follow overview of a key aspect of law practice management, with actionable guidance for a variety of situations and contexts. Questions at the end of each chapter help you apply the authors' insights to your own firm and provide a template for developing a comprehensive business plan. The included boilerplate forms for partnership agreements, retainer agreements, client billing invoices, and more--with editable files available for download--will ensure that you have all the tools you need to quickly build a new practice or reinvigorate an existing one.

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Book SynopsisWhat is inclusive leadership? How can you take practical steps to pursue justice and equity in your practice and in organizations in which you have a leadership role? The Inclusive Leader provides a pathway for leaders to effect change through reflecting on and grappling with unconscious and implicit biases, encouraging honest discussions, and taking action to change organizational behavior for the better. It provides a practical framework for building the essential leadership competencies rooted in the principles of diversity, equity, and inclusion. Competence in these areas manifests in healthy workplace relations, peak optimized performance, positive morale, and the betterment of society. Dr. Tyner’s Leadership Framework for Action™ provides four stages of learning: Intrapersonal (engaging in self-discovery) Interpersonal (building an authentic relationship with others) Organizational (establishing strategic outcomes and promoting equity) Societal (developing sustainable, durable solutions) As you embark on a learning journey within each of these stages, you are making a commitment to serve as a leader who will make a difference in the world. This book will give you the tools to reimagine yourself as an innovator, builder, and change agent.

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Book SynopsisThis exhaustive reference will provide any lawyer with a complete and comprehensive review and discussion of legal project management (LPM), including the business case, the definitions and application, ethical considerations and the issues and constraints in implementation. You'll discover a simple, easy-to-use framework that can be applied from start to finish in any firm or practice area. The book also functions as a complete desk reference for anyone implementing LPM by offering helpful examples, case studies, tools and methodologies. The book can be read cover to cover to get the full picture for how legal project management is applied in legal organizations, or the reader can skip to specific chapters for useful tips to improve their practice and client relationships, or to implement a particular part of LPM such as planning or budgeting. The book is organized into four sections: Continued Evolution of the Legal Ecosystem Current Trends in the Delivery of Legal Services Legal Project Management in the Post-COVID-19 Era Legal Project Management Framework Introduction to Legal Project Management Engaging with the Client Planning the Matter Budgeting for the Matter From Budgeting to Pricing the Matter Executing the Matter Communication Management Evaluating and Closing the Matter Legal Project Management in Operation Establishing a Project Management Function in your Legal Organization Creation of a New Era of Legal Professional Using Legal Project Management to Drive Client Growth and Retention Proving the Value of LPM The Role of Knowledge Management in Legal Project Management Considerations for Lawyers Implementing LPM Satisfying Ethical Obligations and Protecting Against Malpractice through Legal Project Management Lawyer Personality Traits and Legal Project Management Roles

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Book SynopsisThe New Billable Hour is a practical guide for lawyers to gain control of their time, work, and life. In today’s demanding world, lawyers must learn how to increase productivity so that they can competently bill more hours, while still having a personal life. Lawyer and productivity consultant, Ritu Goswamy presents her unique system where lawyers learn: How to have more hours in the day to bill clients How to bill more hours in less time How to take back control of their time How to transform hours into wealth How to balance the priorities in their life Goswamy’s guide teaches lawyers how to bill more hours in less time by turning the traditional billable hour on its head. By following her steps and billing themselves one “new” billable hour per day, lawyers have more capacity to focus on their work, increase their billable time, and make more money.

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Book SynopsisBeyond the Courtroom provides a compilation of articles and chapters by a dispute resolution scholar who has made remarkable contributions over his thirty-year career. Professor Abramson has focused his research and practice on parties trying to resolve their own disputes. This book includes publications that have contributed to launching the then new field of mediation representation with special attention on how attorneys, as gate keepers to mediation, can effectively represent clients. The book also includes his original publications that have contributed to the emerging field of intercultural and international mediation and the already robust and mature field of negotiations.Table of Contents About the Author Foreword 1. Introduction and Overview of the Three Parts Part I: Mediation Representation 2. Mediation Representation, Acknowledgements 3. Problem-Solving Advocacy in Mediations: A Model of Client Representation 4. Mediation Representation, Table of Contents and Introductory Chapter 5. Are Legal Disputes Just about Money? Answers from Mediators on the Front Line 6. Mediation Representation: Representing Clients Anywhere Part II: Intercultural and International Mediations 7A. International Dispute Resolution: Cross-Cultural Dimensions and Structuring Appropriate Processes (A) 7B. International Dispute Resolution: Cross-Cultural Dimensions and Structuring Appropriate Processes (B) 8. Protocols for International Arbitrators Who Dare to Settle Cases 9. Mining Mediation Rules for Representation Opportunities and Obstacles 10. Selecting Mediators and Representing Clients in Cross-Cultural Disputes 11. Criteria for Approving Programs to Qualify Mediators for IMI Inter-Cultural Certification 12. Crossing Borders into New Ethical Territory: Ethical Challenges When Mediating Cross-Culturally 13. Outward Bound to Other Cultures: Seven Guidelines for U.S. Dispute Resolution Trainers Part III: Negotiations 14. Mediation Representation, 3rd Edition, Chapter 1, Negotiating in Mediations 15. Fashioning an Effective Negotiation Style: Choosing between Good Practices, Tactics and Tricks 16. Nelson Mandela as Negotiator: What Can We Learn from Him?

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Book SynopsisAre you an attorney working hard, 60-plus, hours per week to right the wrongdoings of the world? Are you enjoying a successful legal career, but are still not wholly satisfied? We were all born artists. But what if the path to becoming an attorney circumvents that deeper inner calling to create? What if you want to do both – be an attorney and write novels? Attorney’s quietly imagining themselves as the next John Grishom is more common that most people might think. Using Attorney by Day, Novelist by Night, anyone can indulge their dreams to create, bring more passion for life into their life, and find greater fulfillment – without abandoning their career as an attorney. Release your inner novelist by following Kimberly Benjamin’s footsteps to discovering your inner muse. And most importantly, learn how to incorporate more time for writing while balancing the demands of a legal career.

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Book SynopsisThis book on Legal Education was written based upon many of the author's experiences as professor and dean. The author noted that there is relatively few literature and research about legal education and felt it was necessary to discuss legal education in present times. The book focuses on many issues such as teaching itself, employability, mission and focus of law schools, the future of law schools in this age of internationalisation, student intake, the link with the labour markets and many other issues. One of the conclusions is that law schools will have to seek their own position and niche and that law schools will have different roles. This book also focuses on the need for law school deans and leaders to set clear missions and strategies and work towards education with all the necessary skills and knowledge, which the students can take with them far into the 21st century. No teaching as we did for many years, but analysing what lies ahead and what is needed for future careers.Table of ContentsPrologue PART A: GENERAL Chapter 1: Introduction Chapter 2: For which Employment do we train Law Students? PART B: STUDENTS Chapter 3: Intake of Students Chapter 4: Knowledge of the Law Chapter 5: Skills Chapter 6: Selection and Exams PART C: CURRICULUM Chapter 7: Length of Curriculum Chapter 8: Didactics Chapter 9: Curriculum Design Chapter 10: Black Letter Law and Evaluation: Academic Training Chapter 11: Globalization and Comparative Law 1. Globalization (and Europeanization) 2. Comparative Law 3. Comments 4. International and Comparative Flavour 5. Exchanges and Study Abroad Chapter 12: Other Disciplines PART D: EVALUATION AND ORGANIZATION Chapter 13: Evaluations, benchmarks and rankings 1. Course and Curriculum Evaluation 2. Benchmarks and Rankings 3. Accreditation 4. Conclusion Chapter 14: Labour markets and regional links 1. Input from Legal Practice 2. Connections to Labour Markets and Regions Chapter 15: Organization and Leadership of a School/Faculty 1. Leadership 2. Organization 3. Faculty: Academic Staff, Expertise and Qualifications 4. Miscellaneous and Conclusions PART E: CONCLUSIONS AND EUROPEAN PROSPECTS Chapter 16: Conclusion Chapter 17: Postscript: Towards A European Legal Education? Bibliography

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Book SynopsisHow are language and disciplinary knowledge connected in the English for Legal Purposes (ELP) classroom, and how far should ELP practitioners go in supporting students’ acquisition of the conceptual frameworks that shape the genres they are learning? This book presents a pedagogical model for incorporating these conceptual frameworks into disciplinary language instruction and follows four focal participants as they learn to read and write new genres in a second language and disciplinary culture. By examining not just students’ written texts, but also their reading practices and interactions in class and in tutoring sessions, the book traces the ways in which disciplinary knowledge and language interact as students develop academic literacy in a new disciplinary community. Throughout the book, the discipline of law is used as a lens for examining broader connections between language, culture and disciplinary knowledge, and their relevance for English for Specific Purposes and writing in the disciplines.Trade ReviewAn innovative and significant addition to current thinking in English for Legal Communication, proposing a discursive pedagogic model integrating concepts, practice, and culture in legal settings. An excellent resource for ESP researchers and practitioners. * Vijay K. Bhatia, Chinese University of Hong Kong, Hong Kong *This innovative book examines the development of disciplinary discourse and knowledge in the field of law using concept-based instruction. Alissa Hartig presents a compelling, well-theorized multiple-case study of the academic and linguistic socialization of international graduate students into legal reading, writing, and reasoning in their new textual communities and cultures. * Patricia A. Duff, University of British Columbia, Canada *The novelty of this book lies in its interweaving of theoretical insight, analytical perspective and practical implications, which can not only support the work of scholars and practitioners, but also benefit students, especially those receiving discipline-specific language instruction. -- Le Cheng and Jiamin Pei, Zhejiang University, China * International Journal of Speech Language and the Law, November 2018 *A major strength of the book is that it analyses the performance of individuals with different professional experience and linguistic proficiency, from countries with different cultures and legal systems. Hartig identifies factors that promote or impede their development in legal reading and writing, which will enlighten the legal education community about what aspects to focus on in instruction. -- Jianhong Wu, Zhejiang University of Finance and Economics, China * Discourse Studies 20 (5), 2018 *The book makes for fascinating reading as it represents an extreme in the intertwining of language and subject-matter knowledge. -- Anne-Marie Barrault-Méthy, Université de Bordeaux, France * ASp la revue du GERAS, 73 (2018) *Table of ContentsAcknowledgements Transcription Conventions 1. Introduction Part 1: Language, Literacy, and Disciplinary Knowledge 2. Second Language Legal Literacy 3. Linking Language and Concepts through Pedagogy Part 2: Case Studies 4. Hong: Legal Concepts Mediating Language Use 5. Weixin: Understanding Precedent but Struggling with Language 6. Bader: Negotiating Genre to Express a Common Law Argument 7. Alima: Distinguishing Discourse Proficiency from 'Professional Vision' Part 3: Addressing Connections between Language and Disciplinary Knowledge 8. Implications for Research and Teaching Conclusion Epilogue References Index

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Book SynopsisThis inspirational handbook is packed with hundreds of proven tools, tips, and techniques for increasing revenue and forging relationships with clients and colleagues that will last you a lifetime. The rainmaking secrets revealed will enable you to: Find practice niches; Apply alternative fees; Accelerate cross-selling; Categorise your key targets; Use social media effectively; Identify and build personal strengths; Deliver exceptional levels of client service; Build powerful internal and external networks; Get client meetings and maximise their effectiveness; Improve lateral success and enhance lateral integration; and Make business development a career-long, sustainable process. Secrets of the Masters features a highly regarded team of over two dozen law firm marketing and business development experts who offer their insight, experiences, and real-world tips on attracting, retaining, and growing your client base. Each chapter also includes an extensive range of business development approaches and mini case studies, along with a useful planning worksheet which prompts you to make decisions and take action. PLUS...Within the complimentary CD-Rom you'll find all the supporting worksheets and checklists featured throughout the book, along with a personal business development plan template to help you tailor your strategies. "Secrets of the Masters" is the most comprehensive, yet practical "how to" guide I've seen for developing business in the legal industry. Whether you're a young lawyer starting to build a practice and reputation, or a seasoned practitioner looking to achieve the next level of success, this book is your roadmap. Simply stated, if you heed its principles, you will make more money." - Jonathan Fitzgarrald, Chief Marketing Officer of Greenberg Glusker and author of BADfortheBRAND.comTrade Review"David Freeman has a deep understanding of today's competitive legal services industry, and knows how to teach busy practitioners how to compete and win. Secrets of the Masters is a robust compilation of his thinking, supplemented by the wisdom and experience of more than two dozen top-flight legal and marketing experts. I highly recommend David to any organization looking to grow its business, and believe any lawyer looking to build their practice should have a dog-eared copy of this report on their bookshelf." Peter Kellett, Chairman and CEO, Dykema "David's approach emphasizes action - and this report brings together subject experts with practical tactics that give attorneys the foundation they need to realize their potential as business developers. I value David's insight and guidance, and I'd recommend this report to anyone who wants to transform their business development culture." Betsy Beorn Spellman, CMO, Steptoe & Johnson PLLC "This report contains the kind of excellent advice David Freeman provided to us on strategic planning, and client and leadership development initiatives. It is a comprehensive treasure trove of some of the best approaches for building a practice, and I think lawyers will especially appreciate the practical case studies provided throughout this work. His call to action at the end of each chapter is the key to success. Lawyers wanting to be great rainmakers will find Secrets of the Masters an invaluable resource." Rhea F. Law, CEO and Chair of the Board, Fowler White Boggs P.A. "David worked with us on one of our practice group retreats and it was my first introduction to him. I was impressed with his broad business development knowledge but particularly with his abiltiy to generate interaction and discussion with our lawyers, so I brought him back several times to conduct additional business development training sessions. The feedback from his programs has been exceptional, and I look forward to finding more opportunities to utilize his skills in other areas of the firm." Jolene Overbeck, Chief Marketing Officer, Hogan Lovells LLP "David teaches partners that the most important part of business development is following through. David helped our laterals to understand that the best source of referrals is found in the office next door and with each one of their partners." Timothy E. Hoeffner, partner, DLA Piper LLP "Once I met David, my business development really took off. David helped me think outside the box while also focusing me on my business plan. Most importantly, he helped me set realistic short-term goals and encouragingly pushed me until I achieved them ... just three years after joining the firm, starting with virtually no clients, I became a partner with a thriving seven-figure practice. David was certainly a key player in that success." Andrew J. Lauer, Esq., former partner, Thelen Reid Brown Raysman & Steiner LLPTable of ContentsChapter 1: Finding niches and developing your strategy Defining and differentiating yourself - Who are you and what do you enjoy? Develop your niche(s) Stand out to be outstanding Develop a personal scorecard Create personal deadlines Action planning worksheet Chapter 2: Growing networks and staying memorable Introduction Identifying and categorizing your targets Getting known using media coverage Thought leadership Staying top-of-mind Techniques for staying top-of-mind Action planning worksheet Chapter 3: Getting and maximizing meetings Techniques for getting meetings Contexts for making contact Maximizing effectiveness during meetings Meeting Checklist Action planning worksheet Chapter 4: Client loyalty - Delivering exceptional client service Build long-term relationships Understand the client's business Client feedback Deliver added value Other techniques for delivering exceptional service Chapter 5: Cross-selling - Working together to get more work from existing clients Why cross-sell? Overcoming internal obstacles Identifying your best opportunities Getting meetings and maximizing effectiveness Keeping cross-services top-of-mind Cross-Serving Checklist Action planning worksheet Chapter 6: Maximizing business development for laterals Lateral challenges Internal networking Internal visibility Reaching out to existing and prospective clients Lateral integration for firm leaders Recruiting Firm roles and responsibilities Firm Checklist for Lateral Integration Action planning worksheet Chapter 7: Social networking, social media, websites and search engine optimization Benefits of social networking and media Develop a social networking plan Building effective websites SEO: Optimizing your presence on the web Keeping online activity sustainable Action planning worksheet Chapter 8: Alternative fee arrangements A different world Law firms respond to the challenge Benefits and challenges of alternative fees Examples of alternative fee arrangements Internal management to deliver value and profitability Ethical considerations Action planning worksheet Chapter 9: Sustainability techniques Personal business development plan

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Book SynopsisThis report is designed as a practical guide to help you and your firm get to grips with process improvement techniques, and to understand their core benefits and practical applications in a legal environment. With contributions from leading law firms, consultants, and internationally renowned experts on legal process improvement and project management, this report: Provides in-depth, strategic, and tactical guidance on the application of process improvement in law firms; Outlines the different approaches firms are taking, and includes case studies highlighting what the results have been for those who have already adopted process improvement techniques; Includes practical guidance on implementing process improvement - from gaining buy-in through to process mapping and devising different strategies; and Explains the relationship between legal process improvement and related disciplines and key methodologies such as Lean and Six Sigma, project management, and KM.Table of ContentsExecutive summary ...VII Part 1: Introduction The case for process improvement: A Lean Six Sigma perspective ...3 By Catherine Alman MacDonagh, CEO and founder, Legal Lean Six Sigma Institute Most processes fall far short of their potential ...3 Understanding changing client expectations ...3 The profession is changing ...5 The risks are greater than the challenges ...6 The pressure to deliver value ...7 Gaining buy-in for process improvement ...7 Linking quality and performance ...8 Technology and process improvement ...9 The DuPont Legal Model...10 Clients expect efficient processes ... 11 Uptake of Lean Six Sigma in law firms ... 12 Award-winning examples of process improvement in action ... 13 Dissecting processes: How to create a legal process improvement program ... 17 By Kim R. Craig, global director, legal project management office, and Andrew M. Baker, global director, legal technology innovations office, Seyfarth Shaw Understanding processes ...17 Supporting other strategic foci ...19 Introducing LPI internally ...20 Taking it to the next level ...20 Getting started with process improvement ... 21 Part 2: Process improvement approaches Mastering complexity: Current and future tools for legal process optimization ...25 By Tim Hanson and Simon Thompson, directors, Change Harbour, and Robert Millard, partner, Moller PSF Group Legal process workflows ...25 Future disruptive technology ...27Contents IV Tools for the present ...28 Improving legal processes ...28 Building a simple process map of your organization ...31 By Chris Bull, executive director, Kingsmead Square Use a process reference model ... 31 The electronic discovery reference model ... 31 5S ...35 By Chris Bull, executive director, Kingsmead Square Process principles of 5S ...35 Implementing 5S ...36 Part 3: Project management, Lean Six Sigma, and KM DMAIC: The framework ...41 By Catherine Alman MacDonagh, CEO and founder, Legal Lean Six Sigma Institute The five steps of DMAIC ... 41 Step 1: Define ...42 Step 2: Measure ...42 Step 3: Analyze ...44 Step 4: Improve ...45 Step 5: Control ...45 The Kaizen approach...46 Creating valuable knowledge in the firm through legal project management ...49 By Lann Wasson, senior manager of knowledge management, Husch Blackwell LLP Launching the legal project management program ...50 Creating knowledge that has competitive value...51 A simple legal project management framework ...55 By Barbara J. Boake, partner, McCarthy Tetrault, and Rick A. Kathuria, national director, project management office and legal logistics, Gowlings Legal mandates are projects ...55 Legal mandates have four project stages ...55 Each project stage has two project management tasks and one project management deliverable ...56 Your client participates at every stage of the project ...56 A project manager's responsibilities can be delegated ...57 Designing a framework that works ...57The Lawyer's Guide to Legal Process Improvement V Linking project management to pricing strategy ...59 By Barbara J. Boake, partner, McCarthy Tetrault, and Rick A. Kathuria, national director, project management office and legal logistics, Gowlings Basic practice economics ...59 Maximize profitability through efficiency and leverage ... 61 Managing AFAs ...62 How KM staff can help drive successful legal project management initiatives ...65 By Antony Smith, founder, Legal Project Management Limited What is legal project management? ...65 How to start improving LPM capability ...66 Aligning LPM with law firm strategy...67 Securing support of senior business owners and managers ...67 Break projects down ...68 Some tactical ideas for LPM implementation ...69 Rethinking workflows: Re-engineering case management processes...71 By Scott Rechtschaffen, chief knowledge officer, Littler Mendelson Challenge and opportunity ...71 Creating a new approach ...72 Lessons learned... 74 Part 4: Online delivery for process improvement and client satisfaction Why deliver services online? ...79 By Stephanie Kimbro, fellow, Stanford Law School Center on the Legal Profession and co-director, Center for Law Practice Technology What is the competition? ...80 What are the benefits for the public? ... 81 What are the different structures of online delivery? ...82 Who will be in charge? ...83 Case study: Samuel Phillips ...83 Establishing a clear and achievable strategy for online delivery ...84 Pricing models ...86 Creating the client portal ...88

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Book SynopsisBehavioural science comes into play in every aspect of running a legal business, from the way strategic decisions are made, to the way good or bad news is delivered, through to how lawyers interrelate and communicate with clients. Law firms are now implementing human science initiatives to gain a competitive edge as they compete against each other for market share. Leading the Future: The Human Science of Law Firm Strategy and Leadership - provides practical how-to advice and guidance on how human sciences are interacting with the different aspects of leading, managing, and marketing in a law firm. It highlights how law firm leaders can harness human sciences to: + Develop new skills and autonomous ways of working for staff + Examine the best ways of going about formulating strategies + Ensure a high level of staff engagement, flexibility, and innovation + Improve decision making in the legal profession + Build the right culture to drive innovation and facilitate change + Create and inspire high performing teams (HPT) + Listen, discover and communicate what clients' real needs are, persuade and influence them, and target them more accurately + Build and sustain trust and cooperation throughout the firm. + Encourage cross-selling, resolve conflicts, and build collaborative relationships with clients + Hire, promote, inspire, and reward to drive staff performance and engagement Case Studies, Practical Tools and Tips... Each chapter in Leading the Future is supported by illustrative case studies from a broad range of international and regional firms, with tools and tips that you can immediately put into practice. The authors Dr Bob Murray and Dr Alicia Fortinberry (www.fortinberrymurray.com ) have deep experience in applying the latest science to business challenges and are uniquely qualified to guide law firm leaders to shape a successful strategy and drive positive change through the right leadership, culture, business development, and customer relationships for your legal business. “This book will make you think. For those active in the legal sector or with an interest in it, this looks at a number of familiar issues through a different lens. It looks at the various behavioural and physiological elements relevant to people and law firms and how these intersect with getting things done and making change happen in law firms. I found that lightbulbs went off as I reviewed the unfolding chapters – around particular issues that we (and no doubt many others) wrestle with in our businesses. Volatile and changing times call for different ways of thinking to solve and make progress against both the perennial issues and new emerging issues for legal businesses. Some of the lessons in this book can help, especially in terms of interacting with the people that make up our businesses. The authors draw upon both their technical knowledge and their practical experiences to provide helpful insights into things like implementing strategy to make them work; leading clever committed people; implementing change; and unlocking the conundrum of collaboration." Mark Rigotti, Global CEO and Partner, Herbert Smith FreehillsTable of ContentsChapter 1: The future of the business of law Chapter 2: The human science of strategy Chapter 3: Leading the organization of the future Chapter 4: The science of decision making Chapter 5: Creating the right culture for your organization Chapter 6: Getting commitment to change Chapter 7: Building high-performing teams Chapter 8: The art and science of effective persuasion Chapter 9: Driving trust at all levels Chapter 10: Dialogue – The generator of success Chapter 11: Effective collaboration and cooperation Chapter 12: Rewarding people better without paying them more Chapter 13: Hiring for the law firm of the future Chapter 14: Creating an optimistic firm Chapter 15: What are you really selling?

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Book SynopsisMany law firms today are far too focused on increasing market share; they should be paying attention to what makes them a more profitable business. Market share doesn’t matter much if you’re not profitable, and firms cannot simply grow their way to prosperity by undercutting the competition. Instead, firms must focus on value creation and increasing clients’ willingness to pay for their services. The question should be: “What can your firm do better, or more efficiently, and more profitably than anyone else?” The Mechanics of Law Firm Profitability: People, Process, and Technology examines why a focus on profitability and metrics is reshaping law firm operations and matter management; how to define the bottom line and to distinguish between “good” revenue and “bad”; and how to change the dialogue from “hours and revenue” to “revenue and profit”, while changing the mindset from increasing market share to simply running a profitable business. The Mechanics of Law Firm Profitability covers topics including: + The “every dollar is a good dollar” fallacy: The difference between good and bad revenue + Increasing profitability by improving client intake + Using KM to increase firm profitability + Pricing, profitability, and compensation + Measuring different practice groups, differently + Four challenges in managing law firm profitability + Strategy and culture driving effective use of people, process, and technology + Profitability and the Concept of `Managing on the Edge’ – Why It Is Important to Regional Law Firms And brings together the sought-after advice of a wide variety of experts including: + Toby Brown, chief practice management officer, Perkins Coie + Mike Roster, co-chair ACC Value Challenge and former managing partner of Morrison and Foerster’s LA office + Jack Bostelman, president KM/JD Consulting LLC + Chris Boyd, senior director of professional services, Wilson Sonsini Goodrich & Rosati + Jim Hassett, founder of LegalBizDev + Wendy Wen Yun Chang, partner, Hinshaw & Culbertson LLP + Keith Maziarek senior director of client value, Perkins Coie + James G. Perkins, chief operating officer and chief compliance officer, Procopio + Mark Voigtmann, partner; Steve Petrie, chief strategy officer; Vanessa Savoie, senior strategic analyst & pricing analyst; and Tom Snavely, manager legal process improvement & project management, Faegre Baker Daniels The Mechanics of Law Firm Profitability: People, Process, and Technology provides practical and proven tips for all law firm leader on adjusting current processes and identifying opportunities for future profitability within their firms.Table of Contents+ The “every dollar is a good dollar” fallacy: The difference between good and bad revenue + Increasing profitability by improving client intake + Using KM to increase firm profitability + Pricing, profitability, and compensation + Measuring different practice groups, differently + Four challenges in managing law firm profitability + Strategy and culture driving effective use of people, process, and technology + Profitability and the Concept of `Managing on the Edge’ – Why It Is Important to Regional Law Firms

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