Breakthrough at Linklaters: A Major Strategic Pivot Point is an important contribution in that Pam Waldow and Doug Richardson summarise the facts and opine on the significance of Linklaters’ move away from measuring the performance of individuals. 

Historically, few law firms have actively embraced Franklin’s formula for survival and success.  They paved the road to profitability by aggregating the revenue-producing activity of individuals lawyers, each operating as a discrete profit center and each driven to leverage personal achievement to maximize income.

LPM, a vital business development tool lawyers are ignoring is the first post on Dialogue by Pam Woldow and Doug Ricardson. They start with a parental admonition: Eat your damned vegetables. What’s the matter with you?  Don’t you know what’s good for you?  

I am particularly pleased that their vital message and its timing resonates with a recent keynote address I delivered to 300 leaders of professional services firms in Australia and New Zealand (1).