Running the Defense

Episode 1: Scarcity Mindset vs. Strategic Growth: Building Community and Diversifying Your Defense Firm

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In this inaugural episode, Greg Lois explores two powerful topics:

  1. Building authentic community within the insurance defense bar, challenging the scarcity mindset that keeps firms isolated and competitive instead of collaborative.
  2. Strategic client diversity – how Covid revealed vulnerabilities in client mix, and why no single client or segment should exceed 7% of your referral base.

    3. Key Takeaways:

    • Why defense firms struggle to build community.
    • Lessons from plaintiff firms about business development focus.
    • How to analyze your client mix for risk exposure.
    • The importance of market segmentation and government work diversification.
    • Action steps to build long-term stability and continuity for your people.

      • Connect with Greg Lois on LinkedIn for more leadership insights.

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      Running the DefenseBy Lois Law Firm