California Pulse

Expert Analysis

• 3 Business Development Lessons From Mozart's 'Magic Flute'

  Mozart’s opera “The Magic Flute” offers a useful framework for attorneys to build relationships and develop new business, inspired by Prince Tamino’s curiosity, courage and consistency, says Paul Manuele at PR Manuele Consulting.

• 5 Ways Legal Teams Can Use KPIs To Quantify Their Value

  As in-house legal departments are increasingly expected to do more with less, developing a thoughtful framework to measure key performance indicators can help them both maximize and demonstrate their contribution to business success, say co-founders at New Era ADR.

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  Defining The Culture For A Legal Nonprofit

  We co-founded The International Academy of Financial Crime Litigators to connect leading trial lawyers, litigation experts and academics, and our experience has shown that embracing opportunity, responding fearlessly to market realities, and relentlessly defining the organization’s culture have all been integral to success, say Stéphane Bonifassi, Lincoln Caylor and Elizabeth Ortega.

• 5 Emerging Themes Shaping Lateral Partner Moves This Year

  A few key trends have arisen in partners’ lateral movements in the first half of 2025, reflecting a legal market defined by macroeconomic uncertainty, shifts in firm structures and rising scrutiny of firm affiliations, say legal recruiters at Macrae.

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  Biz Development Tip Of The Month: Be A Mentor Or Mentee

  Mentorship is a powerful tool for business development when both mentors and mentees approach their relationships with strategic purpose, ensuring professional success while supporting broader business goals, say Angela Liu at Dechert and Jessica Lewis at WilmerHale.

• 4 Biz Dev Steps For Attys Who Don't Know What They Want

  Junior attorneys are increasingly expected to start building books of business while they are still figuring out their long-term career goals, but a few pointers can help young lawyers develop business even when they’re uncertain about their future direction, says Lana Manganiello at Practice Growth Partner.

• Protecting Client Funds From Cyberattacks

  As cyberattacks on law firms continue to escalate, bar associations, law firms and individual lawyers must all take steps to protect client funds in attorney trust accounts — from imposing cyber hygiene mandates to reimagining malpractice coverage — because once that money is gone, it’s generally gone for good, says Michael Epstein at The Epstein Law Firm.

• Making Legal Cents: For Billing, Think Value, Not Time

  Pricing strategy is one of the most consistently discussed but underleveraged tools in a firm's arsenal, and rather than keeping hourly billing because it's easy, firms should consider their differentiators when structuring more effective fee models, says Shireen Hilal at Maior Consultants.

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  Achieving Organic Growth For A Legal Nonprofit

  We started Law Rocks to promote music education for underprivileged youth and raise funds for local nonprofits, and our 15-year journey has shown that enthusiasm, persistence and a great network can lead to a surprising amount of organic growth, say Nick Child and Ted Scott at Secretariat.

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  Biz Development Tip Of The Month: Engage With The Media

  Business development is all about awareness — and by taking existing skills and adapting them to build media relationships and thereby address today's audiences, lawyers can expand their outreach and use thought leadership to build a more complete, compelling personal brand, says Michael Goodwin at Stanton PR.

• What GCs Value Most: 7 Habits Of Great Relationship Partners

  When seeking outside legal advisers, general counsel want commercially savvy lawyers who cultivate relationships of trust with their in-house counterparts, back up the GC's authority and focus on actionable advice instead of abstract legal analysis, say Andrew Dick at The L Suite and Rob Morvillo at Olo.

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  Generating Confidence In A Legal Nonprofit

  I started LawWithoutWalls to change the way legal professionals see and think about their world, and it taught me the importance of giving people a reason to believe in your nonprofit mission, as well as how to achieve work-life integration, says Michele DeStefano at the University of Miami.

• Nonequity Partner Frustrations Reflect Erosion Of Opportunity

  Nonequity partners report the lowest satisfaction, highest stress and poorest financial outlook of any group of lawyers, highlighting a growing structural disconnect that leaves attorneys at many firms feeling like the ladder has been pulled up behind those who already ascended, says Jake Carroll at Nelson Mullins.

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  Building Brand Awareness For A Legal Nonprofit

  I co-founded the Bridging the Gap Scholarship as a way to increase minority representation in BigLaw, and my advice for other legal professionals starting a nonprofit is to focus on building brand awareness early on, and to get comfortable delegating work to a dedicated team, says Imani Maatuka at Sidley.

• Learn Your Colleagues To Cross-Sell Their Services Fearlessly

  Understanding where colleagues in other practice areas shine can help attorneys confidently cross-sell each other's services and bring in business to keep the firm afloat in hard times, says Joe Calve at Calve Communications.