Client Management

One of my favorite things about the regional CLM conferences that I’ve been attending for several years now is the dialogue with insurance carriers. The Claims/Litigation Management sessions are chock full of insurers telling panel counsel what is important to them and how we can make their lives easier. There is no other forum in which I am so openly advised of client’s priorities and expectations. With that in mind, here are some of my takeaways from the 2017 CLM Southeast Conference. What Was on the Collective Consciousness of Insurance Carriers at CLM Southeast 2017? Use a devil’s advocate to find...

Over the last couple of years I’ve used LinkedIn a lot to connect with people in the greater insurance and defense litigation business. Sometimes it’s been an effective tool, and other times, it’s been like sending invites and messages out into the great void. I’m going to share with you one of the ineffective methods I was using and what I learned from Anthony Iannarino’s new book The Lost Art of Closing about why my tactic wasn’t working for me. An Ineffective Tactic Using a method I developed to ascertain potential clients, I’d send them an invite on LinkedIn. Once...

Our toddler is almost three now. We’d been discussing potty training for a while. So finally we settled on a week where we had four consecutive days that could be devoted to the endeavor – my wife would be home for the first two days (clearly she drew the short straw), and I would manage the second two days. My wife and I both read a really helpful (relatively short and cheap) book called Potty Training in 3 Days by Brandi Brucks. And we were ready-ish. I certainly learned some lessons along the way. And since I’m incapable of turning off...

I was recently involved in a Twitter conversation that arose from an article I wrote about corporate clients tracking certain performance metrics for their attorneys. One of the major points of the article is that the day of the bloated bill with redundant time entries and unnecessary expenses is largely a bygone era. Yet some of that culture remains for an older generation of lawyer. And I was gently prodded with the statement, “Efficient lawyers starve to death.” I immediately knew that was going to be a blog post; I just had to ruminate on it for a couple months....