Business Development

How do you decide who is the Client Relationship Partner (CRP)?

Defaulting to the partner with the largest billings as Client Relationship Partner (CRP) rarely serves the firm long-term. Institutionalizing client relationships requires balancing partner self-interest with collective growth - a strategic exercise that demands honest conversations and structured alignment over internal politics.

The Best Way to Build Your Profile is to Not Make it About You

Your profile strategy isn't all about you - it's about making potential clients feel confident in your credibility. Partners can reframe their profile to build client trust and respect, driving more meaningful commercial conversations.

Rainmakers Don’t Need Coaching. The Fees Prove It. Or Do They?

High billings can easily mask team churn, overextended relationships, and misaligned energy. Why even the most gifted business originators benefit from stepping back to fine-tune their strategy.

Are Your Client Relationships Strategic Assets, or Just a By-Product of Good Work?

As AI strips cost out of legal service delivery, the ultimate differentiator for law firm partners isn't just delivering good work—it's the depth, proximity, and strategic quality of client relationships.