Legal Talk Network - Law News and Legal Topics

Matthew Dixon, co-founder of DCM Insights, is a researcher who’s spent much of his career studying the shared characteristics and behaviors of successful B2B salespeople. In 2011, he released a study called “The Challenger Sale.” While giving a keynote on his findings at an annual partner retreat, an audience member stood up and challenged him. “He said, ‘Dr. Dixon, you’ve been talking for 45 minutes about sales effectiveness and salespeople and selling and sales process, and it’s all very fascinating and I’m sure our clients would be very interested in this,’” Dixon recounts to the ABA Journal’s Lee Rawles in this episode of The Modern Law Library. “‘And after all, we do a lot of consulting around go-to-market strategy. But what maybe you don’t recognize is that we are partners at our firm. We are not salespeople. In fact, there’s not a single salesperson in this audience. I might go so far as to say we don’t sell anything here.’” Dixon was taken aback. “What I realized was this world of partnerships, of professional services, of doer-sellers is actually quite a bit different from the world of sales and what we had written and all this research we’d done over the years.” In 2022, he tackled this population with the Rainmaker Genome Project, a study that became the basis for The Activator Advantage: What Today’s Rainmakers Do Differently, co-written by Dixon, Rory Channer, Karen Freeman and Ted McKenna. The Rainmaker Genome Project surveyed 3,000 partner-level professionals in 41 firms across law, public relations, accounting and investment banking. About 39% of respondents were lawyers. Each received a score for effectiveness in business development and were analyzed for how they provided client services. And it turns out that partner was correct: What makes a lawyer an effective rainmaker is not necessarily what makes a salesperson effective. After doing a vector analysis on the data, “what we found was that every one of those 3,000 professionals could be placed into one of five business development profiles,” says Dixon. The five profiles were the expert, the confidant, the debater, the challenger and the activator. Dixon stresses that the five categories are not about personality. While personalities are immutable, behaviors can be changed. “These are about the things we can all learn to be better at,” says Dixon. “It’s about how we spend our time, how we engage clients, how we use resources, how we collaborate with colleagues—and those are things we can all get better at with the right training, coaching and support from our firms.” In this episode, Dixon expands on each type, but the most effective performers in business development were the activators. “The reason we chose the term ‘activator’ instead of ‘connector’—people have asked—is that they’re not about collecting business cards and letting them collect dust or just hoarding LinkedIn connections,” Dixon tells Rawles. “What these folks do is try to turn these relationships into paying client relationships. They activate those relationships by proactively bringing new ideas—ways to mitigate risk, make money, save money—to clients.” Dixon offers practical advice on how to behave like an activator, including the most effective ways to use LinkedIn. Lawyers and other client-servicing professionals can’t just sit back and wait for business to find them, he warns. “Whether we like to admit it or not, clients are less loyal today than they once were,” he says. “They’re less likely to come back automatically to their incumbent provider. No matter how great the relationship or the value you’ve delivered, they’re forcing us to compete in ways we didn’t have to in the past. So activators want a backup plan. They know today’s great client might not be a client tomorrow, no matter what you’ve done. So you need a backup plan.” Learn more about your ad choices. Visit megaphone.fm/adchoices

Seashellgate meets Surrendergate. ----- Since we're cursed to act as keepers of the flame to remind the legal community that several large law firms really did willingly sell out to the Trump administration, this week we discuss our columnist Vivia Chen's exploration of the unique impact of these moves on young lawyers learning early that Biglaw is more than happy to throw them under the bus. We also discuss how James Comey's Instagram pic triggered a tragicomic meltdown of some of the most deranged people on the internet ranting about seashells as a subliminal assassination threat worthy of John Wilkes Squarepants. Unfortunately, some of those internet denizens are also running federal law enforcement. And we conduct a lightning round of quirky Am Law 100 financial facts that will make you appreciate that you took some time off last year. Learn more about your ad choices. Visit megaphone.fm/adchoices

Today we’re talking about the difference between a simple question that elicits a powerful answer and the kind of questions that show you haven’t done your homework. Learn more about your ad choices. Visit megaphone.fm/adchoices

Erica Pinheiro serves as the Executive Director of Al Otro Lado providing holistic legal and humanitarian support to refugees, deportees, and other migrants in the US and Tijuana through a multidisciplinary, client-centered, harm reduction-based practice. The organization provides direct, free, legal services on both sides of the US-Mexico border and beyond through zealous individual representation,  medical-legal partnerships, and impact litigation to protect the rights of immigrants and asylum-seekers. Learn more about your ad choices. Visit megaphone.fm/adchoices

Determining which legal technology is best for your law firm can seem like a daunting task, so Legaltech Hub does the hard work for you! In another edition of Fresh Voices, Dennis and Tom talk with Nikki Shaver, CEO at Legaltech Hub, about her in-depth knowledge of technology and AI trends. Nikki shares what effective tech strategies should look like for attorneys and recommends innovative tools for maintaining best practices in modern law firms. Learn more at legaltechnologyhub.com. As always, stay tuned for the parting shots, that one tip, website, or observation that you can use the second the podcast ends. Have a technology question for Dennis and Tom? Call their Tech Question Hotline at 720-441-6820 for the answers to your most burning tech questions. Show Notes: poe.com  Perplexity Voice Assistant Zoom Transcripts partnered with AI Learn more about your ad choices. Visit megaphone.fm/adchoices

Feeling like you're the only one holding everything together in your law firm? You're not alone. This episode dives into a crucial aspect of firm growth that often gets overlooked: leadership. Zack kicks things off with an inspiring reminder about the power of stepping outside your comfort zone – something just as vital for you as a legal professional looking to build a truly sustainable practice. Get ready to explore why developing strong leadership isn't just for CEOs; it's the key to breaking free from feeling constantly overwhelmed.  Then, Zack sits down with Lawyerist coach Leticia DeSuze, who brings a wealth of real-world experience guiding law firms just like yours. Leticia gets straight to the heart of the matter: how the very success you've achieved can sometimes highlight underlying leadership gaps, turning you into the ultimate bottleneck. You'll hear practical insights on how to shift gears from simply practicing law to intentionally building a team that can take ownership and drive results, ultimately freeing up your time and energy for what truly matters.  Ready to take control and build a more efficient and less personally draining law firm? Tune in to discover actionable strategies for effective delegation, setting crystal-clear expectations for your team, and implementing KPIs that empower everyone to take responsibility. This episode offers a roadmap for moving beyond the daily grind and cultivating a thriving team practice where you empower them to carry the load.  Listen to our other episodes with Leticia DeSuze:  #491: Crafting Your Purpose-Driven Leadership Vision, with Leticia DeSuze Apple Podcast | Spotify |  Lawyerist  #520: The Truth About Lawyer Self-Care: Prioritize or Suffer  Apple Podcast |  Spotify | Lawyerist  #464: Unpacking the Power of Self-Accountability in Coaching, with Leticia DeSuze Apple Podcast |  Spotify | Lawyerist     Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.   Access more resources from Lawyerist at lawyerist.com.    Chapters/Timestamps:   00:00 -  Introduction: Embracing the "Positive Struggle" 04:05 - The Leadership Skills Gap: From Lawyer to Leader 07:10 -  Breaking the Bottleneck: Delegation and Mindset Shifts 10:46 -  Beyond Hiring: Developing Leaders at Every Level 21:40 -  Client Service vs. Efficiency: Finding the Right Balance 28:58 -  Redefining Leadership: Structure, Ownership, and Trust 31:07 -  Recognizing Individual Motivators, Final Thoughts Learn more about your ad choices. Visit megaphone.fm/adchoices

In honor of Mental Health Awareness Month, we're revisiting this powerful conversation about how Texas courts are addressing mental health challenges through reform and rehabilitation.  Should our criminal courts exist to punish or reform those who have broken the law? Rocky Dhir talks with Judge Brent Carr about his years of service in the Tarrant County Mental Health Court and the broader efforts across Texas to support people with mental illness in the justice system. They explore programs tackling issues from sex trafficking to drug offenses, veterans’ cases, and more. Learn more about your ad choices. Visit megaphone.fm/adchoices

Biglaw firms are trying a shocking new tactic: acting like controversial deals never happened. The death of Justice David Souter stirs reflections on a time when judicial decisions prioritized rightness over politics. With a proposed $2.8 billion merger on the horizon, the financial dynamics of the legal landscape are shifting dramatically. The speakers blend humor and serious commentary as they examine the evolving culture of law and the complex interplay of politics and justice in today's judicial climate.

Ilona Lokvinova, Director of Practice Innovation at Cleary Gottlieb, discusses the firm's bold move to acquire Springbok AI, emphasizing its role in driving an AI-first strategy in the legal sector. She explores how AI integration can enhance client services and decision-making, while addressing the challenges of adopting new technologies. The podcast also delves into generative AI's potential to reshape legal workflows, impact billing structures, and transform the roles of junior associates, promoting a shift towards value-based pricing.

Jake Plattenberger, an attorney known for challenging the infant formula industry, shares insights from his landmark legal battle against Abbott regarding baby formula and necrotizing enterocolitis. He discusses the emotional journey of clients and explores how aggressive marketing tactics impact NICUs. The conversation delves into the complexities of legal strategies, expert testimonies, and the obstacles in proving causation in cases of medical misdiagnoses. Plattenberger celebrates a significant $400 million verdict, highlighting the importance of advocacy for vulnerable infants.