Elizabeth Brick

Every fall, client work accelerates just as conferences, internal firm planning, and year-end obligations also filter onto calendars. Given the number of priorities competing for attention on top of an already full workload, it is understandable if intentionally pursuing more work is not at the top of your list right now. You should do it anyway because leaving substantive conversations with your most important clients, prospects, and referral sources to chance over the next three months is a...

Across the most recent research on how general counsel evaluate their outside counsel — from Chambers, KPMG, and Thomson Reuters, the message is remarkably consistent: your legal skill gets you in the door, becoming a trusted advisor keeps you there.

For most firms, June is a narrow and valuable window. You have enough data from the first half of the year to evaluate performance and enough time left to change your trajectory. The question for leadership is: what do you want to achieve in the second half of the year, and where do you want that growth to come from?