The Lawyer's Edge

What do you think is one of the most powerful obstacles to business development success for lawyers?

Despite their busy schedules, it isn't a lack of time. It's not about the lack of money, either. It's not even that you don't know how to do it, although law school certainly didn't teach it.

Simply put: it's your mindset. It's the stories you tell yourself that stop you from taking (or fully committing to) consistent, targeted action. And it's the biggest impediment I've come across again and again with lawyers I meet.

In this episode of The Lawyer's Edge podcast, you'll learn 7 tips that will help you cultivate a successful business development mindset. I'll teach you a thought process that will inspire you to start taking action in the direction of your goals and stick with it consistently!

WHAT'S COVERED IN THIS EPISODE ABOUT CULTIVATING A BUSINESS DEVELOPMENT MINDSET

2:57 - What business development success and that criminal law class you took in your first year have in common

5:27 - The first thing you can do to cultivate your business development mindset for success

8:14 - Two things you need to recognize about business development and one thing you shouldn't expect to see

11:26 - The people you shouldn't listen to and the responses you don't want to give to everyone else and yourself

14:12 - A change that'll make it more likely for you to focus on and engage with business development

Mentioned In How to Cultivate a Business Development Mindset

IGNITE Women's Business Development Accelerator

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

SPONSOR FOR THIS EPISODE…

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008.

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at [email protected].

Professional opportunities abound for women lawyers, yet many women hesitate to pursue their dream of starting and owning a law practice. Many of those who do take the leap still struggle with building their business into a saleable asset that supports their lifestyle (both now and in retirement).

Before my guest, Davina Frederick, started her law firm in 2007, she worked in professional services marketing. Thanks to her familiarity with marketing and litigation and the struggle she saw other women law firm owners have with building sustainable practices, she rebranded in 2020 to serve them as a law firm growth strategist and business coach. Now, she helps women lawyers achieve their goals and overcome challenges in their professional and personal lives.

In this episode of The Lawyer's Edge podcast, you'll learn about the importance of starting and scaling your practice, the consequences of not building your business into an asset, and why women lawyers too often shy away from going into business for themselves. Davina will also give you an outline of her framework for scaling your law firm business to $1,000,000 or more.

WHAT'S COVERED IN THIS EPISODE ABOUT SCALING YOUR LAW FIRM

2:31 - Why it's so important for women to scale their law firms instead of staying solo

5:54 - Advantages for women lawyers who start and scale their own practice instead of working in others

10:40 - Why many women lawyers think smaller than they should about what's possible for them

13:57 - How your upbringing and early career can have an impact on what you decide to do for yourself

18:29 - How your money story can be a big obstacle to growing wealth through scaling your practice

22:26 - The internal aspect you can always change that drives what you choose to focus on (even if you have external obstacles in your way)

28:56 - Why there are more opportunities than ever to get support, make connections, and achieve success

30:56 - Davina's framework for scaling your law firm to seven figures or more and the journey that led to its creation

40:50 - The only thing that matters when it comes to owning and scaling your business and what gets you to the next level

Connect with Davina Frederick

Davina Frederick is a Florida-licensed attorney, law firm growth strategist, and business coach for women law firm owners.

She graduated from the University of Central Florida in Orlando, FL, with a B.A. in journalism, and she received her J.D. from Barry University Dwayne O. Andreas School of Law in 2007. Prior to starting her own law firm in 2007 and growing it successfully during the 2008 recession and its aftermath, she enjoyed a career as a professional services marketer. In 2013, she founded D. Frederick Media and Marketing, LLC, with the goal of helping professional service business owners implement their marketing strategies. However, she quickly discovered that most did not even have a strategy! She then began to work with her clients to develop strategic growth plans for their businesses and to coach them through implementing these plans, including how to market and sell, cultivate A+ teams, and set up systems-based businesses.

Since most of Davina's clients were women law firm owners who wanted the inside scoop on how Davina had successfully created and scaled her own law firm, she began to focus on serving just women law firm owner clients. In 2020, Davina rebranded her company to reflect this shift, creating Wealthy Woman Lawyer®. Wealthy Woman Lawyer® assists women law firm owners scale their law firms into $1M+ wealth-generating businesses without overwork or overwhelm.

Davina is the author of two books: The Wealthy Woman Lawyer's Guide to Law Firm Marketing in the Virtual Age: 10 Bold Actions to Take Now to Attract Your Ideal Clients with Total Ease and The Wealthy Woman Lawyer's Guide to a Systems-Driven Law Firm Business: 7 Essential Systems You Need to Take Back Your Time, Avoid Burnout, and Create Lasting Wealth. She's also the founder and host of the Wealthy Woman Lawyer podcast—the #1 podcast for Women in Law in the U.S. Davina believes all women lawyers deserve to be wealthy women lawyers if that is their desire. Women lawyers, particularly women law firm owners, work too hard to serve others, not to live fulfilled, prosperous, and enriched lives.

Wealthy Woman Lawyer | LinkedIn

Wealthy Woman Lawyer Podcast

The Wealthy Woman Lawyer's Guide to Law Firm Marketing in the Virtual Age by Davina Frederick The Wealthy Woman Lawyer's Guide to a Systems-Driven Law Firm Business by Davina Frederick Mentioned In How to Scale Your Law Firm to 7 Figures or More

"The Dirty Word No Law Firm Owner Wants to Utter" | Wealthy Woman Lawyer Podcast

"The Lawyer's Edge with Elise Holtzman" | Wealthy Woman Lawyer Podcast

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

SPONSOR FOR THIS EPISODE…

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008.

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at [email protected].

Do you struggle to connect with audiences in your public speaking engagements and legal presentations? You can continue to struggle or learn how to be a more engaging and memorable presenter.

Valerie Madamba knew she had to overcome a huge learning curve as a public speaker if she wanted to be happy and successful as a lawyer. Once she figured out how to connect with an audience and help them solve their problems, she started learning to love being on stage and owning that as part of her career development.

Now, having gone from regulatory lawyer to legal presentation coach, Valerie has so many great tips, suggestions, and pieces of advice to help you stand out as a thought leader, public speaker, and presenter. And she's here to talk about the benefits of public speaking as a lawyer who's a go-to expert in your field.

In this episode of The Lawyer's Edge podcast, you'll learn about how to raise your profile as a visible expert and be known as a leading authority other people seek out. You'll discover why stories are such a critical vessel and how to use them in your presentations, the most common mistake to avoid in presentations, and steps you can take to begin building a better experience for your audience.

1:10 - The surprising thing that sparked Valerie's interest in presentations and public speaking

4:09 - Why lawyers need to be persuasive speakers, elevate their voices, and tell stories that people will remember

11:53 - The mistake lawyers make when they deliver their presentations and how to flip it around so that you increase engagement with your material

18:02 - Where to start if you want to create more engaging presentations and present on a complex topic without dumbing it down

26:04 - Public speaking trends that have emerged post-pandemic and the impact they're having on attorneys

30:25 - Suggestions for making conversations more comfortable for people who are asked to share their experiences

34:27 - One thing you have to be prepared for as the person leading the presentation

36:13 - One thing to keep in mind when delivering engaging presentations that position you as a leading authority in your practice area

Connect with Valerie Madamba

Valerie Madamba brings a wealth of experience as a former food and drug regulatory lawyer, having navigated roles in the federal government, Biglaw, and in-house settings. Founding her own legal presentation coaching consultancy, Valerie now resides in Brussels with her family, assisting lawyers worldwide in refining their presentation skills to bolster their practices and brands.

Valerie Madamba

Valerie Madamba on LinkedIn Mentioned In How to Stand Out as a Thought Leader By Becoming a Better Presenter

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

SPONSOR FOR THIS EPISODE…

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008.

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at [email protected].

Those first travelers making their way West did so without a roadmap. But in taking the opportunity, they paved the way for the nation's expansion.

That spirit of the West is very much rooted in Tara Stingley and the Nebraska law firm of which she is a partner. As the first woman to serve on Cline Williams' executive committee, she challenged other members to think about how they defined issues and the impact of their decisions.

She also established her niche as an employment law expert within the legal community. Laying down that foundation has paid dividends in affording her opportunities, as it can for you, too. And unlike that first wave of westward travelers, you don't have to go forward blindly; Tara has tips to help you build your roadmap to greater visibility.

In this episode of The Lawyer's Edge podcast, you'll hear about the payoff potential in raising your profile and building your brand as a subject-matter expert and how to start proactively doing it (even if you're still a young lawyer). Tara will also discuss the importance of representation, the need for professional women to stop underestimating their value, what plays into a client's decision to pick you over others, and so much more!

1:51 - How Tara became a lawyer and partner at Cline Williams and how the law firm differs from others

9:51 - The importance of Tara's role as the first woman on the firm's executive committee

13:22 - Why you should strive to increase your visibility as an expert in your field, even when you can't see an immediate payoff

20:58 - How lawyers can create branding opportunities for themselves rather than wait for them to appear

25:06 - The mindset you need for approaching opportunities to raise your profile and ultimately get clients you want to work with

29:40 - An essential piece of advice for professional women (especially those dealing with imposter syndrome)

Connect with Tara Stingley

Tara Stingley is a Partner Cline Williams and the Chair of it's Labor and Employment Law section. Cline Williams, established in 1857, is Nebraska's oldest existing law firm and is a full-service firm with approximately 60 lawyers working in 5 offices located in Nebraska and Colorado. Tara is also the firm's primary representative to the Employment Law Alliance, the largest international network of labor and employment lawyers. Tara focuses her practice on employment law, advising businesses in a variety of industries on compliance with federal, state, and local employment laws and regulations.

Cline Williams

Employment Law Alliance

Tara Stingley on LinkedIn

Mentioned In How to Become a Visible Expert in Your Practice Area

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

SPONSOR FOR THIS EPISODE…

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008.

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at [email protected].

Are you up late at night, pulling all-nighters, and burning out from the fast-paced nature of your job as a lawyer?

As a former litigator, Charlène Gisèle loved all of it! She reveled in the things you're not supposed to love. While she was thriving in her environment, though, she got a wake-up call that made her realize that she'd been neglecting something along the way.

All signs pointed to burnout that affected her health and marriage. She took a drastic turn and eventually changed her focus from litigation to burnout prevention and high performance. Now, she's fueled with a mission to lead the way in helping lawyers, leading law firms, and Fortune 500 companies optimize performance and transform their lives and businesses by banishing burnout.

In this episode of The Lawyer's Edge podcast, you'll learn how to optimize your performance and happiness through burnout combat and prevention. Charlène will reveal the 3Ds linked to neglect caused by stress and burnout, five aspects to determine where you are on the burnout spectrum, small shifts you need to decrease or break away from burnout, and so much more!

2:01 - The incident that made Charlène ask, "Will I survive my success?" and caused a career pivot

5:25 - Charlène's radical approach to educating herself on ways to combat burnout and the mission it fueled within her

7:45 - How Charlène approaches lawyers who might not be as open to learning more about anything they suspect is woo-woo or out there

9:52 - Pain points (and their signs and symptoms) that affect those in the legal industry the most

11:37 - How the term 'burnout' gets misused and how Charlène figures out where someone is on the burnout spectrum

17:32 - What you can do to start stepping away from, minimizing, or preventing burnout (even if you have a really heavy workload)

23:22 - Why you should not just do anti-burnout techniques when you need to and how to anchor them as habits easily

26:56 - Example of how Charlène tailored a blueprint for working out for a hyper-successful client who didn't feel he had the time for it

31:02 - A quick way to boost your energy and optimize the way you feel in the morning

32:05 - What law firms and organizations can do to help people overcome burnout challenges

35:33 - A recommendation that may help rekindle the love you have for your profession

Connect with Charlène Gisèle

Charlène Gisèle is a former Big Law litigator turned High-Performance Coach and founder of the unique Charlène Gisèle® Coaching method. Charlène empowers high-achieving professionals to prevent and recover from burnout without having to sacrifice their career.

The power of her approach is not to work less, it is about recovering more, which is why her expertise has been featured in major publications and is sought after by world leading organisations and professionals.

Charlène Gisèle | Instagram | LinkedIn

The Charlène Gisèle Show

Mentioned In Banish Burnout to Optimize Performance and Happiness with Charlène Gisèle

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Sponsor for the episode...

Today's episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm which has been focused exclusively on lawyers and law firms since 2008.

Each member of The Lawyer's Edge coaching team is a trained, certified, and experienced professional coach AND either a former practicing attorney or a former law firm marketing and business development professional. Whatever your professional objectives, our coaches can help you achieve your goals more quickly, more easily, and with significantly less stress.

To get connected with YOUR coach, just email the team at [email protected].

Paula T. Edgar, Esq. is the CEO of PGE Consulting Group LLC, an organizational strategy firm providing training and educational services to promote professional development and DEI. As a sought-after keynote speaker and facilitator, Paula develops customized programming for attendees, integrating personal branding, relationship building, and business development into each event. Additionally, she hosts the Branding Room Only podcast, which features career stories and strategies on how industry leaders and influencers have built their personal brands.

As a civic leader, Paula is active in numerous organizations and social justice initiatives, including serving as a New York City Bar Board Officer, a Commissioner of the American Bar Association's (ABA) Commission on Women, and as a past President of the Metropolitan Black Bar Association (MBBA). She was also a 2015 Council of Urban Professionals (CUP) Fellow and a Trustee of the Ellis L. Phillips Foundation.

Having written for and been featured in publications, including the New York Times and Bloomberg Law, Paula has received awards like the Ruth Whitehead Whaley Service Award and the Ms. JD "Women of Inspiration" award. As an attorney, she practiced employment and workplace discrimination law for the New York City Commission on Human Rights. Paula has developed the Engage Your Hustle method, which teaches professionals to elevate their endeavors by asserting themselves boldly.

In this episode…

Law is a relationship-based profession. Because people are at the core of what you do as a lawyer, being approachable, likable, and REAL can be the key to growing the connections that lead to success and enjoyment. That means being professional, of course, while still showing up as your authentic self.

Through adversity and unimaginable loss, former practicing lawyer and DEI advocate Paula Edgar has remained authentic and evolved her leadership skills to forge connections and promote inclusivity. She maintains that authenticity is a scale presented on various levels depending on the situation. You must identify an ideal level of interaction and engagement and present yourself accordingly through a crafted elevator pitch. Observe how your audience responds and leverage emotional intelligence to adjust your interactions. If executed correctly, your personal brand should inspire inclusivity and a sense of belonging.

Join us for this episode of The Lawyer's Edge Podcast as Elise Holtzman welcomes highly energetic guest Paula Edgar, a former practicing lawyer and the CEO of PGE Consulting Group LLC, to chat about building a personal brand by being boldly authentic. Paula reveals how adversity has shaped her leadership approach, offers advice for lawyers who want to build their own unique brands, and shares practical tips for fostering genuinely inclusive environments.

Gina Zapanta is the Co-founder and Partner of Z.A. Lawyers, a firm dedicated to protecting injured workers' rights. She is also the CEO of AlderLaw and the Founder of Empowered with Gina, a platform for women to embrace empowerment. Passionate about helping others empower themselves through education, motivation, and community-building, Gina offers events and wellness retreats for women to embrace their power and live life on their terms.

As an advocate for employees and injured people, she has experience in contracting, healthcare management, and personal injury strategic partnership development. Gina served a two-term appointment on the Los Angeles County Employees Retirement Association's Board of Retirement and was appointed to the California Organized Investment Network Commission by the California Insurance Commission.

Dedicated to addressing education and food insecurities in underserved communities, Gina and her husband established a $100,000 endowment at Loyola Law School Los Angeles for a first-generation Latina to attend law school. She also contributes to many other causes to help further access to quality education and additional opportunities. Through her charitable contributions, Gina demonstrates the value of investing in yourself and others.

In this episode…

If you think you're too busy to devote time and attention to having a deep impact on your own life and the lives of others, think again! Meet Gina Zapanta, a practicing attorney and the Founder of Empowered with Gina.

With an unwavering commitment to community empowerment, self-empowered lawyer Gina Zapanta has created programs and endowments to offer transformational opportunities to motivated women and lawyers. Making a consequential difference in the community begins by helping yourself; you must remain accountable for your actions and decisions and develop your ideal life to achieve self-love. In addition to self-satisfaction, charitable contributions allow you to market your law firm authentically, developing a mission that extends beyond the scope of traditional law.

Listen in as Elise Holtzman, host of The Lawyer's Edge Podcast, interviews Gina about how to invest in yourself and others through community involvement and a fierce devotion to pursuing success and bringing others with you. Gina doesn't pull any punches as she shares the benefits of women's empowerment programs, the typical barriers to freeing up time for what you really want, and how to empower yourself personally and professionally.

Kelly Rittenberry Culhane is the Founder and Managing Partner of Culhane Meadows, the largest full-service, women-owned law firm in the US. She is a member of the firm's insurance and outsourcing practice groups, where she handles sourcing human resources, professional services, consultant functions, and risk management counseling. Kelly has over 20 years of experience advising clients on insurance and risk-management matters. Her authenticity makes her a trustworthy and reliable advisor to her clients.

As a former trial attorney at one of the world's largest firms, Kelly represented individual accountants and the Big Three firms in complex regulatory matters and was appointed to serve on a task force for a Fortune 100 company advising on CPA regulatory issues. Since 2014, she has been recognized by her peers and clients as one of D Magazine's Best Lawyers in Dallas.

Kelly has been named "First Person" by Womenetics, an organization focused on advancing women as business leaders. As a member of the Board of Directors for the National Center for Missing and Exploited Children, she mentors and advocates for survivors of exploitation and human trafficking. Through her charitable contributions, Kelly makes a considerable difference for herself and her community.

In this episode…

Most lawyers want to create positive impact for themselves and others. But how do you do that when faced with daily responsibilities, a mountain of work, and constant pressure to bill hours?

After experiencing burnout from working 100-hour weeks at a global law firm, Kelly Rittenberry Culhane created an innovative law firm that defies traditional structures. She implemented an objective formulaic compensation system and established an environment that allowed women and diverse individuals to thrive. If you're facing an internal battle and are struggling to take action, Kelly advises being realistic with yourself to gain the confidence to make profound decisions. By venturing out of your comfort zone, subverting established norms in the legal profession, and remaining humble, you can impact yourself and your clients.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman interviews Kelly Rittenberry Culhane, a Founder and the Managing Partner of Culhane Meadows, about making a difference by being true to yourself. Kelly talks about her involvement with YoungLives, how she attracts attorneys who share her firm's values and goals, and her history as a litigator.

Carolyn Blessing is a Partner at Locke Lord LLP, a premier full-service law firm. In her practice, she focuses on IP pharmaceutical matters and Hatch-Waxman litigation. With experience in the FDA regulatory, food and beverage, and pharmaceutical industries, Carolyn represents pharmaceutical and biotechnology companies in all aspects of federal IP litigation, including pre-litigation, fact and expert discovery, claim construction, motion practice, pre- and post-trial, and appellate phases.

Carolyn serves on Locke Lord's women's initiative committee and served as the hiring partner for the Chicago office. Before joining Locke Lord, Carolyn was a lead associate for a family of four complex patent litigations at Kenyon & Kenyon LLP, involving both patent infringement and Hatch-Waxman litigation. She also assisted with all aspects of patent prosecution and counseling for biotechnology companies.

Carolyn is the National Board Co-chair of the Coalition of Women's Initiatives in Law, a non-profit membership association supporting women in law firms and companies. She has been involved in numerous leadership positions at the organization and serves as a board member and Co-chair of the Professional Development Committee for Chicago Women in Intellectual Property. Dedicated to promoting women in the legal profession, Carolyn demonstrates how women's initiatives maximize impact.

Mehtap Cevher Conti is a Partner at Hogan Lovells' Corporate and Finance Practice, where she focuses on asset finance in the aviation and transportation industries. She has experience working with clients on secured debt, revolving credit facilities, leveraged and operating leases, and portfolio acquisitions. Mehtap also handles asset-backed structured financing for commercial and investment banks, insurance companies, financial institutions, aircraft operating lessors, and airlines.

Having managed financial transactions involving multiple global jurisdictions, she advises clients on the purchasing and lease financing of corporate aircraft and helicopters. Before joining Hogan Lovells, Mehtap worked in private practice, where she focused on global transportation finance. She has been recognized in The Legal 500 US for asset finance and leasing and by Chambers & Partners for transportation and aviation finance.

Mehtap serves in leadership positions in multiple organizations and non-profit associations, including those promoting the advancement and retention of women in the legal profession. As the National Board Co-chair of the Coalition of Women's Initiatives in Law, she promotes women's initiatives for maximum impact in the legal industry.

In this episode…

As the legal profession continues to tackle the twin challenges of women lawyers leaving the law more frequently than men and a disproportionately low percentage of women in leadership positions, internal and external women's initiatives have become a welcome source of information and support. What are the top things women's initiatives can do to have a positive impact on the retention and advancement of women in the profession?

As fierce advocates for women in law, associates Carolyn Blessing and Mehtap Cevher Conti note three core pillars of effective women's initiatives: programming, networking, and credentialing. These associations should foster authentic relationships with women and help them build their careers. Initiative leaders can also recruit and recommend other women for leadership roles, instilling confidence and community. By providing networking opportunities and mentorship in both internal and external women's initiatives, you can strengthen your firm and provide alternative perspectives.

On today's episode of The Lawyer's Edge Podcast, Elise Holtzman hosts Carolyn Blessing and Mehtap Cevher Conti, private practice attorneys and Co-chairs of the Coalition of Women's Initiatives in Law, who talk about enhancing value and driving change through women's initiatives. Together, they describe the Coalition's goals, how women's initiatives promote diversity and leadership, and how to enhance the effectiveness of these organizations.

Audrey Miller is an Operational Excellence Consultant at Calibrate, an executive search and organizational consultancy helping law firms optimize their talent, processes, and performance. Calibrate offers executive search and talent management operations strategies like business assessments, analytics and implementation, and leadership advice to help law firms reach their fullest potential in revenue, operations, and growth.

As a strategic advisor to law firm leaders, Audrey helps business services teams enhance efficiencies and collaboration, improve the alignment of structure, roles, and accountability, and identify and communicate ROI. Before joining Calibrate, she spent over a decade in marketing and business development at various firms ranging from a top Am Law 100 firm to a litigation boutique. In these roles, Audrey developed and implemented initiatives to strengthen client relationships and grow firm revenue.

She partners with key stakeholders to evaluate and optimize people, processes, and systems, boosting the performance of legal marketing and business development teams. With broad experience, practical guidance, and a results-oriented approach, Audrey instructs law firms on the practicalities and importance of supporting revenue enablers.

In this episode…

Many law firm leaders resist the prospect of outsourcing C-level executives to manage firm operations. Yet those same attorneys typically lack the time and effort required to drive strategy and growth, reducing consistent revenue generation and limiting the growth of the firm. How can law firm leaders collaborate with executives to optimize revenue, operations, and performance?

According to law firm performance driver Audrey Miller, legal marketers, business developers, and other executives are revenue enablers who leverage their expertise to manage firm operations, allowing attorneys to focus on their strengths. When acquiring these professionals, firm leaders must consider their revenue and operational goals to fill relevant positions. Communicating expectations with these executives and allowing them to develop relationships with firm members and understand current practice operations is crucial for success.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman sits down with Audrey Miller, the Operational Excellence Consultant at Calibrate, to discuss how law firm leaders can work with "revenue enablers" to optimize performance. Audrey addresses foundational hiring considerations for small to midsize firms, pertinent operational and leadership trends in the legal industry, and the knowledge gap between managing partners and law firm administrators.