The Sugarcrest Report
Tuesday, January 28, 2003 Issue 18   VOLUME 1 ISSUE 18  
Start the New Year With a New Plan
Rainmaking Secrets
How to Boost Business and Profits with Creative Pricing
Wagner Becomes President-Elect of LMA Chapter
Survey Says Most Firms Don't Formally Manage Expertise
Test Your Networking IQ
Issue 17
September 17, 2002
Vol. 1 Issue 17
Issue 16
June 25, 2002
Vol. 1 Issue 16
Issue 15
May 21, 2002
Vol. 1 Issue 15
Alternative Fees
April 19, 2002
Vol. 1 Issue 14
Issue 13
March 12, 2002
Vol. 1 Issue 13


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Featured Articles
Start the New Year With a New Plan
by Felice Wagner

In 2003 and beyond, your professional success and personal happiness will depend on your ability to avoid the distractions and focus on what matters most. As we turn the calendar, it's time to revisit the secrets to developing a personal business plan.
Rainmaking Secrets
An Interview with Alston & Bird's Pinney Allen
by Felice Wagner

In this monthís installment of our Rainmaker Series, youíll meet Pinney Allen, chair of Alston & Bird's Partnersí Committee, the executive board of the firm at which she has spent her entire twenty-three years of practice. Like many lawyers, business development did not come easily to her. However, by focusing on developing relationships both within the firm and with existing clients, she has developed a booming practice and major leadership role within her organization.
How to Boost Business and Profits with Creative Pricing
The Coumadin(R) Case Study
by David Goehl

Dissatisfaction with the billable hour model exists on both sides of the client/lawyer relationship. One legal department and its outside counsel have broken through these barriers to design and implement alternative fee structures that not only reduce outside counsel fees, but also result in increased profits for the law firms.
Survey Says Most Firms Don't Formally Manage Expertise

In our last issue, we asked if your firms had expertise management systems or skills databases. More than 80 percent of respondents said that they did not. Of those that did, 93 percent worked for firms with more than 250 lawyers. As competition intensifies and the pace of mergers continues, large firms will find it increasingly difficult to compete for new business and successfully cross-service existing accounts without formal expertise management systems that help them quickly identify who knows what.

Test Your Networking IQ

In todayís economy, a rich database of referral sources and a group of supportive contacts are a lawyer's greatest assets. How does your network measure up? Find out now by taking Sugarcrestís networking test and discover the secrets to building a more valuable network. Click here to take the test

Wagner Becomes President-Elect of LMA Chapter

Sugarcrest CEO Felice Wagner was recently voted in as President-Elect of the Legal Marketing Associationís Mid-Atlantic Chapter. In her new role, Wagner will join current President Donna Corini, Chief Marketing Officer at Wiley, Rein & Fielding and Immediate Past President Kim Perret, Director of Marketing Services at Sutherland Asbill & Brennan. "Kim Perret and Donna Corini are wonderful ambassadors for the legal marketing profession and I am looking forward to working closely with them to continue the progress and maintain the vibrancy of this chapter," said Wagner. For more information about the Legal Marketing Association click here: LMA National or LMA Mid-Atlantic.


Has your firm formed cross-functional teams around key clients or industries?



Published by Sugarcrest Development Group, Inc.
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