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RSSAuthor Archive for Robert Denney

Bob Denney is President of Robert Denney Associates, Inc. He and the firm provide management, marketing and strategic planning counsel to law firms and privately held companies throughout the United States and parts of Canada. He has authored or co-authored seven books and has written many articles on these subjects. For information about Bob, the firm and their services, visit their website www.robertdenney.com.

What’s Hot and What’s Not in the Legal Profession

What’s Hot and What’s Not in the Legal Profession

This—our 27th annual report on what’s going on in the legal profession—has been the most difficult of all these reports to write because of the continuing and sometimes conflicting changes in the profession which many firms still have not recognized or accepted. As always, it is based on information we compile throughout the year, not […]

HOW TO IMPROVE THE ODDS OF SUCCESS IN RECRUITING LATERAL ENTRIES

HOW TO IMPROVE THE ODDS OF SUCCESS IN RECRUITING LATERAL ENTRIES

Faced with the challenge of growing—or even surviving— in recent years, more firms have increased their recruiting of lateral entries. However, according to various surveys and reports, the odds of success from either the lateral’s or the firm’s perspective—and often both—are only 60–70%. This is an excellent won/lost percentage in baseball, but it’s not in […]

Mergers Have Increased Substantially this Year, but Pay Attention to the Red Flags

Mergers Have Increased Substantially this Year, but Pay Attention to the Red Flags

There have already been a record number of mergers completed or announced this year. The principal reason, of course, is the picture in the legal profession. For many of the top 200 firms, mergers, which in most cases are really acquisitions, are the major piece of their growth strategy in a flat or shrinking market. […]

What’s Hot and What’s Not in the Legal Profession

What’s Hot and What’s Not in the Legal Profession

Like all of our previous reports, this update is based on information we are continually compiling from many sources—not only clients but also leaders in the profession as well as knowledgeable observers. Some of our findings are obvious but we include them because they continue to affect the profession. Other of our findings may not […]

Rainmakers Don’t Make Rain. They Just Know When to Carry an Umbrella

Rainmakers Don’t Make Rain. They Just Know When to Carry an Umbrella

Most law firms, regardless of size, generally depend on a few rainmakers to generate new business. What many lawyers fail to realize, however, is that the ability to develop new business isn’t a natural talent that is bestowed at birth. Most rainmakers are made, not born. In other words, lawyers who learn the basic techniques—and […]

SOMETIMES YOU HAVE TO SAY “NO”

SOMETIMES YOU HAVE TO SAY “NO”

The Managing Partner of one of our clients recently said to me, “The hardest thing in the world for most lawyers is to decline an opportunity for increased business, even when it’s because of a conflict or a question of ethics.” There’s obviously no question about having to say “no” in those situations. But there […]

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