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July 28, 2006

SRO: "Stealing and Keeping BigLaw Clients".

That's a predatory title for a "how-to" marketing seminar. But while discussing that very course title with an influential blogger/thinker I spoke with on the phone this week (refreshing, because I wrongly never make time to do that), he said to me in effect: well, Dan, why not?

Certainly, two relatively recent developments in law practice--first, boutique firms formed by elite lawyers voluntarily leaving large firms and, second, reasonably-priced technological advances which made smaller firms more nimble and powerful--have changed legal markets. The large law firm (300+), an institution I am quite fond of in its saner incarnations, will always have its role. However, high-end clients are no longer forced to hire large firms to obtain top drawer lawyers, results and service. The contrary notion is a myth--a proven ruse.

GCs are now smarter and bolder. Smaller firms can and do land and serve top clients. At top rates, too. It's about service, not price. No point not getting rich just because you start a new, smaller and more client-centric firm. Keep your high rate; savor your lower overhead, if you can achieve one. You deserve it.

So a serious course on getting (okay, stealing) and keeping high-end clients (Fortune 500 companies and large Asian and European companies) might actually fly. But...I'm wrong a lot. Would that catch on? Are we ready? Any presenters out there? Hundreds might attend--but who would teach? Who can I get to speak? Who has experienced it, has credibility, is not afraid of the subject, can articulate it?

A new model is already here. Let's talk about it, and make it work. It's about time--and, hey folks, the time is right.

Posted by JD Hull at July 28, 2006 03:01 PM


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