Author Archive:

Everything I know about business development I learned from Star

My dog Star is a 90-lb lab who stands close to five-feet tall when fully erect. That’s typically how you’ll find her if you visit my house. She likes to stand with her front paws on the porch wall, so she can seek out a neighbor or passerby. We always know when she’s found someone…

Read More →

Taking the First Steps Toward Value-Based Billing

At the center of the discussion about building a value-based law firm is the topic of fee arrangements, specifically the desire to move away from hourly based billing toward alternative fee arrangements. Although firms seem to be taking baby steps toward “value-based” billing models, it is clear –with apologies to Mark Twain—that reports of the…

Read More →

The Birth of Law Firm Transitions

In 2007 I left my position as firmwide marketing director at Heller Ehrman. At the time I certainly knew the firm was in trouble, but I never once believed the challenges it faced would be insurmountable. I feel like Pollyanna saying this now, but I believed in Heller’s core values, in the integrity of the…

Read More →

Back to Top