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The second post in this series on the evolution of marketing, explores the shift from one directional marketing (provider-to-customer) to interactive, multi-directional marketing. In the first post we discussed how things shifted from a scarcity of the number of available marketing channels to the scarcity of customer time and attention. This interactive aspect has a

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Recently I came to the conclusion that the proper way to make a bold statement without having to truly defend it is by adding a question mark to the end of it. That way you can say you are only implying a possible outcome and not actually making a statement. This blog post, in contrast,

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Citi posted its Third Quarter Report recently, noting the growth in collections and the slowing of demand. Let’s tackle the headline issues first, then peel back deeper in to more interesting trends noted in the report.
Collections up with demand down means firms are emptying the money pipe faster, while less money is coming in

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Greg and Jordan make good points in their comments to my post on the shrinking bet-the-farm (BTF) segment of legal services. These beg the question: what exactly is bet-the-farm work in the legal market today? Traditionally this would have been work where the law firm names the rates and puts in whatever amount of hours

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Last week I had the fortune of attending two valuable conferences – the Ark-Group KM and the COLPM Futures Conferences. Perhaps the greatest value to me was the back-to-back participation I enjoyed. This merging of ideas and forums lead me to a new epiphany – or more accurately, an expanded epiphany.
At the Ark-Group KM

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For the upcoming COLPM Futures Conference, I was tasked with defining value in value billing for law firms. This is a great problem to tackle. I think the market has given us a lengthy list of value billing propositions clients want, but absent getting full-rates (which is a myth by the way), not many

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Having been in the legal business for 25+ years, I have long marveled at the machinations of lawyers over their billing rates. I recall being a bit shocked back in the 80’s when I first saw lawyers having fits when “The Firm” raised their rates – yet again.
Why was I shocked? Only the week

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