Training lawyers to generate revenue used to be a tactical afterthought, often bolted on by firms or practice groups in response to some parochial concern or demand, and left to whatever staff and discretionary budget was available. Today, however, the direction of the legal industry has elevated law firm revenue generation to a strategic policy issue and a decision that cannot reside anywhere but with the most senior firm leadership.
Dan DiPietro, head of Citi Private Bank Law Firm Group, recently noted three harsh realities: (1) demand for legal services, especially for full-price U.S. law firms, is trending downward, (2) law firm billing rates are trending downward, and (3) cost-reduction strategies (by which PPP levels were sustained in 2009-2010) are exhausted and not repeatable.
Hear from industry leaders about how the seismic shift to a buyer's market for legal services has transformed the business of law firm revenue generation. Share the observations and strategic perspectives of chairs and managing partners of some of the nation's most prominent law firms as they discuss today's market forces and why:
Increasing top-line revenue remains the most viable strategy for maintaining PPP levels
Sustaining PPP levels must, ultimately, come at the expense of other firms
Law firms' existing rainmakers can generate only incremental revenue gains
Many lawyers are ill-prepared to develop business in a buyer's market
The issue of revenue generation has now escalated to the executive committee level
Don't miss this important discussion! This audio seminar will give you the opportunity to submit your questions by e-mail to the panel before and/or during the program. Tuition also includes a set of downloadable course materials and free access to the archived online program later.
Virtually all ALI CLE programs receive credit in AK, AL, AZ, CA, CO, CT, DE, FL, HI, IA, IL, IN, KS, KY, ME, MN, MO, MS, MT, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, OR, PA, PR, SC, TN, TX, UT, VA, VI, VT, WA, WI, WV and WY. Upon request, ALI CLE will apply for credit in ID, LA, and RI.
For more information about CLE or CPE credit, email TeamMCLE@ali-cle.org or call 1-800-CLE-NEWS (253-6397).
State (General / Ethics) Expiration Date (if applicable)
Several jurisdictions limit the number of credits to be taken via on-demand. Please check with your state regulator for possible limits in your jurisdiction.
AK (1.5 / 0)
CA (1.5 / 0)
CO (1.8 / 0) 5/18/2013
IL (1.5 / 0) 5/18/2013
ME (1.5 / 0)
MO (1.8 / 0)
MS (1.5 / 0) 5/18/2012
MT (1.5 / 0)
ND (1.5 / 0)
NM (1.5 / 0)
NV (1.5 / 0) 5/18/2012
NY (1.8 / 0) 5/18/2013
OK (1.8 / 0)
OR (1.5 / 0)
PR (1.5 / 0)
RI (1.8 / 0)
SC (1.5 / 0)
VI (1.8 / 0)
VT (1.5 / 0)
WV (1.8 / 0)
WY (1.5 / 0)
The Table of Contents for this coursebook can be found below. For further information about the program, please use the links on the lefthand side under "Course Details".