Melanie Rynes Melanie Rynes

CRM: More than a Rolodex, It's a Growth Igniter

CRM systems in law firms are often underused due to data and adoption issues. Leading firms now use CRM strategically to track clients, manage pipelines, spot opportunities, and improve collaboration. With proper training and leadership support, CRM boosts business development, strengthens client relationships, and drives growth and resilience.

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Melanie Rynes Melanie Rynes

The Secret to Successful Lateral Partner Integration: A Framework for Profitable Growth

Nearly half of lateral partners leave new firms within five years, mainly due to poor integration. To prevent this, successful firms use a structured integration framework: align internal teams on the new partner’s value, make purposeful business-focused introductions, set up a clear 12-month business plan with defined goals, hold regular progress check-ins, and support cultural integration. Consistent, dedicated support helps laterals succeed and generate profitable growth from the firm’s investment.

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Melanie Rynes Melanie Rynes

Ignite Your “Cross-Selling” Initiative by Focusing on Client Value Delivery

Law firms can grow revenue by broadening valuable services to existing clients, focusing on deep industry understanding and tailored business solutions rather than just technical skills. The approach includes identifying key client opportunities, designing cross-practice solutions, and co-creating customized offerings. Clients are segmented by sector and tiered by relationship strength and readiness, allowing for targeted engagement—intensive for top-tier clients and relationship-building for others. This strategy fosters trust and drives sustainable, profitable growth.

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Aynsley Bubbico Aynsley Bubbico

Purposeful Pursuits: Turning Uncertainty into Opportunity

Economic and political uncertainty has ended the usual summer slowdown for law firms, making purposeful one-on-one client engagement crucial. Firms must prioritize key clients, review recent contacts, research client concerns, and prepare tailored conversation starters. Early, coordinated lawyer outreach and tracking interactions help build loyalty and reveal new opportunities. This summer, proactive, personalized conversations are essential for business development and relationship protection.

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Melanie Rynes Melanie Rynes

Engaging With Clients in Turbulent Times: Why Relationships and Value Delivery Matter More Than Ever

In uncertain times, clients become more risk averse, focusing on essential work and efficiency, with nearly 80% of in-house leaders concerned about turbulence. This results in slower hiring, tighter budgets, and larger decision-making teams, making trusted relationships more valuable and new ones harder to form. Law firms should prioritize client retention, enhance value delivery, proactively build trust, stay connected to client industries, and integrate new hires smoothly to retain business and uncover opportunities.

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