Podcast appearances and mentions of elise holtzman

Ryan Lockman is the managing partner of Horn Williamson & Collins, a mid-sized construction and commercial litigation law firm in Philadelphia and Delaware. A trial lawyer representing homeowners in residential construction defect and consumer protection disputes throughout Pennsylvania and New Jersey, Ryan has secured more than $20 million in verdicts and arbitration awards, including a $3.2 million jury verdict for homeowners in a construction defect trial. He earned his MBA from the Wharton School of the University of Pennsylvania, which informs his approach to law firm management, operational efficiency, and long-term strategic growth. Most recently, Ryan developed Construction Defect University, an AI-assisted internal training platform built using Claude Code to provide more structured onboarding and practice-specific training for attorneys and paralegals. WHAT'S COVERED IN THIS EPISODE ABOUT ATTORNEY TRAINING Law firms have long relied on observation-based training, with younger lawyers learning by sitting in meetings, listening to experienced attorneys talk through cases, and gradually figuring out how the work gets done. But as Ryan Lockman explains, that kind of ad hoc training only goes so far when new attorneys and paralegals need to understand the terminology, client communication expectations, and litigation process before the work starts to make sense. At Horn Williamson & Collins, Ryan started addressing that gap by creating more structure inside the firm, including team leaders, internal CLEs, and clearer benchmarks for how attorneys and paralegals should stay on top of cases and communicate with clients. From there, he built Construction Defect University, an AI-assisted internal training platform designed to give new attorneys and paralegals more practice-specific training. In this episode of The Lawyer's Edge, Elise Holtzman talks with Ryan Lockman about why the old expectation that lawyers should "just figure it out" is breaking down, how structured training supports client service and talent retention, what Construction Defect University actually includes, and how he built it using Claude Code in less than 30 hours. 3:16 - Ryan's path from civil rights law to construction defect litigation 7:00 - How business school changed Ryan's approach to running a law firm 11:15 - Recognizing when an ad hoc training approach no longer works 14:37 - Why "hit the ground running" was never a reasonable expectation 16:23 - The connection between attorney training and talent retention 20:28 - Using incentives to help lawyers understand expectations 23:20 - Training team leaders to manage, mentor, and communicate 27:17 - How Ryan built an AI-assisted internal training platform 29:27 - Internal response to the platform and involving associates in the process 30:46 - What Construction Defect University includes for attorneys and paralegals 36:24 - Using AI as a substitute for hands, not brains 39:21 - Why leaders forget what new lawyers do not know Mentioned In How One Managing Partner Is Rethinking Attorney Training From the Ground Up Horn Williamson & Collins | LinkedIn Ryan Lockman on LinkedIn Claude Code Microsoft Copilot Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Ivy Slater is the CEO of Slater Success, a boutique coaching and consulting firm working at the intersection of strategic growth and succession planning. Before becoming a coach and advisor, she built and sold a seven-figure business in New York City and has spent nearly two decades since working with leadership teams on the strategy, structure, and leadership development required for sustainable growth, with a particular focus on the legal sector. Ivy has guided companies through the leadership and cultural dynamics that shape whether growth, transition, or acquisition actually succeeds. Ivy is a TEDx speaker, host of the Her Success Story podcast, and author of The Best of the Best: Lead Boldly, Scale Rapidly, Create Your Legacy. WHAT'S COVERED IN THIS EPISODE ABOUT SUCCESSION PLANNING AND LAW FIRM GROWTH Law firm leaders who avoid succession planning rarely think of it as avoidance. The conversation feels like it belongs later, closer to retirement, or after the next growth milestone gets hit. So firms keep running on the assumption that the people at the top will always be there, and the planning that would actually protect the firm never quite makes it onto the agenda. Ivy Slater argues that succession planning and strategic planning are the same conversation and that separating them produces short-term thinking at best. Firms that integrate succession into their growth strategy from the start are building something solid, something that can function and grow without depending on any one person to hold it together. That shift starts with how leaders think about succession itself, not as an exit, but as the foundation of a legacy. In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Ivy Slater of Slater Success about why succession planning belongs inside the growth strategy, how to develop the next generation of leaders and rainmakers, what the numbers in your firm are actually telling you, and how to reframe succession from an end-of-career conversation into a strategy for long-term growth. 2:34 - Why firms treat strategic planning and succession planning as separate conversations 3:13 - Why separating succession from strategy produces short-term thinking 5:45 - The ego and fear that make succession planning feel threatening 9:14 - Succession planning means developing leaders, not just identifying successors 9:49 - How to know your people's strengths and develop them intentionally 13:39 - How Ivy's own business transition became a model for succession done right 17:54 - What firm leaders should actually be tracking 19:46 - Start every conversation with a success by focusing on what's working 23:43 - Reframing succession from exit planning to legacy building 27:28 - The real cost of waiting and what firms lose when they put this off 31:09 - Thinking 5 to 10 years forward and building a firm that lasts 35:58 - Why firm leaders need to read the storybook of numbers Mentioned In From Why Succession Planning Is a Growth Strategy, Not a Retirement Issue Slater Success | Her Success Story Podcast The Best of the Best: Lead Boldly, Scale Rapidly, Create Your Legacy Ivy Slater on LinkedIn Rocket Fuel by Gino Wickman   Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Michael R. Caplan is the Chief Operating Officer of Lowenstein Sandler, where he oversees the firm's business, financial, and administrative operations. Before joining Lowenstein, Mike served as COO at an Am Law 50 firm for nearly a decade and spent years leading legal operations at Goldman Sachs and Marsh McLennan, giving him a client-side perspective most law firm COOs simply don't have. With more than 25 years of experience across accounting, financial services, and consulting, he has worked with more than 30 general counsels on data analytics, technology implementation, and law firm relationship management. His leadership has earned him recognition as one of the Financial Times North America's top five Legal Intrapreneurs, Legal Innovator of the Year from The Changing Lawyer Awards, and a spot on NJBIZ's Law Power List for two consecutive years. WHAT'S COVERED IN THIS EPISODE ABOUT HOW A CLIENT-FACING COO IS CHANGING THE BUSINESS OF LAW Law firm COOs typically manage operations and execute on what firm leadership puts forward. They respond to partners, oversee administration, and stay behind the scenes while lawyers own every client relationship. Even when clients have their own operational counterparts who would benefit from connecting with their law firm's business professionals, those introductions rarely happen. Michael Caplan has spent the last decade building a different model. At Lowenstein Sandler, he and his Business Enterprise Solutions Team work alongside lawyers in pitches, RFP negotiations, and client meetings, bringing expertise in pricing, technology, project management, and data analytics directly into the relationship. The approach requires internal trust, a firm culture that supports it, and the right people on both sides of the conversation. But when it works, clients get a partner that understands both the practice of law and the business of law, and the firm differentiates itself in ways that go beyond the legal work. In this episode of The Lawyer's Edge, Elise Holtzman talks with Michael Caplan of Lowenstein Sandler about what it looks like when business professionals are embedded in client development, how to build internal trust so lawyers bring operations leaders into client relationships, the financial discipline that separates good revenue from bad revenue, and where private equity and AI may reshape law firm operations in the years ahead. 2:43- How Mike's client-side experience at Goldman Sachs and Marsh McLennan shaped his approach 5:53 - Building the Business Enterprise Solutions Team (BEST) at Lowenstein 7:18 - Getting lawyers on board and building internal trust 8:55 - Showing wins to bring more lawyers into the model 9:27 - The financial side of the COO role and negotiating pricing with clients 12:49 - Where emerging partners need the most help on collections and client management 15:14 - What smaller and midsize firms should think about when building an operations team 20:02 - Non-lawyer ownership, private equity, and the MSO model in law firms 22:26 - AI, legal technology, and why firms that invest in business resources will be more profitable 27:22 - Why most COOs wouldn't do this podcast and what holds firms back 33:31 - What clients actually get from a firm that embeds operations into relationships 36:19 - Getting the right people in front of the right clients Mentioned in How a Client-Facing COO is Changing the Business of Law Lowenstein Sandler | LinkedIn Michael Caplan on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Jim Pattillo is a litigation partner and litigation practice group chair at Christian & Small, a law firm based in Alabama and Mississippi. With more than 20 years of trial experience and over 70 trials to verdict, Jim represents insurers and corporate clients in high-stakes litigation and is frequently called in for complex, high-exposure matters. In addition to his practice, Jim plays a key role in the firm's growth and talent development efforts, with a strong focus on training younger lawyers, building high-performance teams, and creating a culture of accountability and excellence. He also holds a master's degree in mass communication from the University of Florida, giving him a unique perspective on how legal strategy, client communication, and business development intersect. Jim is a frequent speaker and writer on litigation strategy, trial readiness, and law firm leadership. WHAT'S COVERED IN THIS EPISODE ABOUT SCALING A LITIGATION PRACTICE Law firms say associates are their most important resource, but many are still treating them primarily as billing units. Work gets pushed down with no relationship behind it, and younger lawyers are left figuring things out by asking another associate or a paralegal how a partner likes things done. That might keep files moving, but it doesn't build the kind of lawyers clients ask to have on their next case. Jim Pattillo's litigation group at Christian & Small went from three associates to roughly 15 in about four years, across three offices. That growth required more than hiring. It meant making partners accessible, helping associates understand not just the work but the business behind it, and being intentional about training rather than expecting people to pick it up by osmosis. From Monday morning team meetings to monthly associate lunches to a review process where associates tell the firm what they think they need, the investment is planned, tracked, and measured. In this episode of The Lawyer's Edge, Elise Holtzman talks with Jim Pattillo of Christian & Small about what real investment in younger lawyers looks like, why work product quality is the best business development tool, how to maintain consistency across a growing litigation team, and what law firm leaders miss about the connection between culture and profitability. 2:09 - The false dichotomy between culture and profitability 4:16 - Why younger lawyers need to be in the office to learn 5:42 - What drove the firm's growth from 3 associates to 15 6:51 - Being intentional about training, not just hiring 11:37 - Why work product quality is your best business development tool 13:30 - How AI changes the associate role without replacing it 15:22 - The constant pull between producing and leading 19:16 - What equity partners need to understand about profitability 20:19 - The rule of thirds and helping associates see themselves as assets 25:28 - Hiring for soft skills and letting lawyers be themselves 27:56 - What associates actually need from their firms MENTIONED IN SCALING A LITIGATION PRACTICE WITHOUT LOSING WHAT MAKES IT WORK Christian & Small, LLP | LinkedIn Jim Pattillo on LinkedIn Marcie Borgal Shunk and Sona Spencer | The Death of Apprenticeship: What it Means for Lawyers and Law Firms Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Katya Jestin is a partner at Jenner & Block and co-chair of the firm's investigations, compliance, and defense practice. A former federal prosecutor, Katya represents companies, universities, executives, and boards in high-stakes criminal, regulatory, congressional, and internal investigations, particularly in sensitive and crisis-driven matters. From 2020 to 2024, she served as Jenner & Block's co-managing partner, helping lead the firm during a period of significant change and uncertainty for the legal profession and the broader business world. WHAT'S COVERED IN THIS EPISODE ABOUT VALUES-DRIVEN LEADERSHIP IN BIG LAW Lawyers who step into leadership roles quickly discover that technical excellence isn't enough. Whether they're managing a practice group, leading a firm, or navigating a high-stakes investigation, the pressure to protect what's already working can push decision-making toward fear and self-preservation. That instinct feels safe, but it tends to produce the worst outcomes. The alternative takes more nerve. It means grounding decisions in values even when the short-term economics are uncertain, building culture around teams instead of individual credit, and being willing to model vulnerability in environments that have traditionally rewarded the opposite. It also means treating mentorship as something you do, not something you talk about, by creating real opportunities for the people coming up behind you. In this episode of The Lawyer's Edge, Elise Holtzman talks with Katya Jestin of Jenner & Block about making values-based decisions under real pressure, why team-based culture outperforms individualism in law firms, how being underestimated can become a strategic advantage, and what effective mentorship looks like beyond words. 2:49 - Taking over as co-managing partner on January 1, 2020 3:35 - Making difficult decisions through values, not fear 6:10 - Why the worst decisions come from a place of fear 7:27 - Shifting from individualism to teamwork and why "teams crush individuals every time" 11:06 - The vulnerability panel at the partners retreat 12:43 - Growing up underestimated and the power of kindness and grit 14:25 - Why being underestimated is disarming and how it produces better outcomes 17:11 - Mentoring through vulnerable, closed-door conversations 19:00 - Mentoring through action, not just words 22:09 - Why fear-based thinking leads to terrible decisions at every level 24:46 - Instilling institutional values in the next generation without sacrificing standards 28:37 - The curse of knowledge: never be afraid to ask questions Mentioned In Katya Jestin | Why Values-Driven Decisions Pay Off in Law Firm Leadership Jenner & Block | LinkedIn Katya Jestin on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Most lawyers are taught to color inside the lines until they realize that won't build the book of business they want. In this episode, you'll learn how to move from random acts of marketing to a focused, scalable rainmaking strategy using relationships, visible expertise, and a true support team.   In this episode, Steve Fretzin and Elise Holtzman discuss: Mindset shift from “born rainmaker” to “learned skill” Getting started: moving beyond random acts of marketing The three pillars of business development (relationships, visible expertise, thoughts/time/team) Breaking through plateaus at $500K+ and $1M+ books of business Delegation, building a team, and the role of a “lieutenant”/sponsor   Key Takeaways: Business development is a learnable skill, not an innate talent reserved for a select few; lawyers who treat it like any other competency they've mastered can grow serious books of business. Hope is not a strategy. Clarity on ideal clients, referral sources, and where they “hang out” must replace scattered networking and random acts of marketing. Visible expertise is essential: becoming “famous in your niche” through speaking, writing, and thought leadership ensures you're not the best-kept secret in your practice area. As a book of business grows, time, team, and the courage to say no become critical levers; lawyers must deliberately delegate and build a trusted support structure if they want to scale beyond early successes. Every revenue level introduces new, different challenges; plateaus are not signs of failure but signals that it's time to reassess, refine strategy, and upgrade how you use your time, team, and leadership.   "Stepping outside the comfort zone with support is the way to go." —  Elise Holtzman   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/   About Elise Holtzman: Elise is the founder and CEO of The Lawyer's Edge, a coaching and consulting firm that helps lawyers and law firms strengthen business development, leadership, and communication skills. A former practicing attorney with experience at Am Law 100 firms, including Fried Frank and Morgan Lewis, Elise combines her legal background with executive coaching to help attorneys grow profitable practices and build healthier firm cultures. She is a frequent speaker on leadership and rainmaking, host of The Lawyer's Edge Podcast, and has been featured in publications including Law360 and The New York Law Journal. Elise earned her J.D. from Columbia Law School and her B.A. in Psychology from the University of Pennsylvania.   Connect with Elise Holtzman:   Website: https://thelawyersedge.com/ LinkedIn: https://www.linkedin.com/in/eliseholtzman/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Marcie Borgal Shunk is the founder and president of The Tilt Institute and creator of Leadership Foundations, a high-impact virtual program designed to give law firms essential leadership skills and practical solutions. For nearly three decades, she has worked with more than 3,000 law firm leaders on talent, culture, and leadership, helping dozens of AmLaw firms anticipate and prepare for the future of law. A Harvard graduate, Marcie holds two fellowships, four certifications in culture and coaching, and several board advisory positions. She is a frequent contributor to the American Lawyer, Thomson Reuters, and Bloomberg Law. Sona Spencer is the Chief Legal Talent Officer at Troutman Pepper Locke, where she leads the firm's legal recruiting, professional development, inclusion, and career coaching functions. Drawing from more than 15 years of experience in AmLaw 50 firms, she collaborates closely with firm stakeholders to implement training, compensation frameworks, and inclusion and retention strategies that ensure the firm can attract and retain talent at all levels to exceed client service goals. WHAT'S COVERED IN THIS EPISODE ABOUT THE DEATH OF APPRENTICESHIP IN LAW FIRMS The apprenticeship model built generations of lawyers, and for a long time it worked. Junior associates learned by proximity, absorbing how to think and practice by working alongside more experienced attorneys over the course of years. Hybrid work, lateral mobility, and generational shifts in how people learn have quietly dismantled that model, and many firms are still operating as though it's intact. Addressing the problem requires more than plugging holes. Firms need to rethink how they signal investment in their people, build structured pathways that make expectations explicit, and develop the human and leadership skills that AI cannot replicate. The firms getting this right have moved beyond standalone training programs and created systems where talent can see the path, understand what's expected, and take an active role in their own development. In this episode of The Lawyer's Edge, Elise Holtzman talks with Marcie Borgal Shunk of The Tilt Institute and Sona Spencer of Troutman Pepper Locke about why the apprenticeship model is failing, what the most forward-thinking firms are doing differently, how AI is reshaping the skills lawyers need to develop, and where firm leaders should start if they want to make a real change. 2:38 - The origin of "The Death of Apprenticeship" article 4:08 - Why hybrid work and generational differences are breaking down the model 7:08 - Why what made senior lawyers successful may not work for the next generation 8:07 - Lateral mobility and compensation wars as added pressure on retention 10:45 - Making the business case for talent development 13:27 - Breaking down the true cost of replacing an associate 15:13 - AI and the risk of outsourcing junior associate learning 19:08 - The human skills firms need to be building deliberately 22:13 - Executive presence and how lawyers show up on camera and in rooms 27:07 - Why leaders have to model what they teach 29:34 - How Troutman Pepper Locke's YOUniversity achieved 75% participation in year one 32:02 - Benchmarks, Learning Management System (LMS) integration, and self-directed development paths 34:48 - Takeaways for smaller firms without large Learning & Development resources 38:44 - Starting small with pilots and building intentionally 41:26 - Don't assume your path is everyone's path 43:36 - Clear communication and moments of kindness Mentioned In The Death of Apprenticeship: What it Means for Lawyers and Law Firms Marcie Borgal Shunk on LinkedIn | The Tilt Institute Sona Spencer on LinkedIn | Troutman Pepper Locke The Death of Apprenticeship: Reimagining Law Firm Talent Strategy for a New Era Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge

Estelle Winsett is a former litigation attorney who now works as a style strategist for women in law. After seven years practicing law and more than a decade in legal professional development, she saw firsthand how perception, presence, and visibility influence who is trusted with leadership roles, client relationships, and partnership opportunities. Today, Estelle helps women lawyers align their outward presence with their expertise so they can show up with confidence, authority, and authenticity in courtrooms, boardrooms, and business development settings. Through speaking, consulting, and private styling, she teaches women how strategic personal style can support credibility, leadership presence, and professional growth. WHAT'S COVERED IN THIS EPISODE ABOUT PERSONAL STYLE AND CREDIBILITY FOR LAWYERS Before a lawyer says a word in a room, others are already forming an impression. That assessment happens fast, and personal style is doing more work in that moment than most lawyers realize. It is the first nonverbal communication, and, like any form of advocacy, it can either work for you or against you. The lawyers who understand this treat style as a tool rather than an afterthought. A signature look builds the know, like, and trust factor over time. Clothes that fit and feel right reduce the mental energy that quietly drains confidence before the day even starts. And an outward presentation that reflects who a lawyer actually is today, rather than who they were earlier in their career, opens doors that strong work alone may not. In this episode of The Lawyer's Edge, Elise Holtzman talks with Estelle Winsett, a former litigation attorney and style strategist for women in law, about how personal style functions as a tool of advocacy, why the shift to business casual has created new challenges for lawyers at every level, how to develop a signature style that builds the know, like, and trust factor, and what practical steps lawyers can take to align their appearance with their authority. 2:49 - Why style transformation is about more than the clothes themselves 4:37 - Style as a tool of advocacy that works for you or against you 5:25 - How business casual has created new challenges for lawyers at every level 9:15 - What a signature style is and why it builds the know, like, and trust factor 13:17 - Why your wardrobe needs to evolve as your career does 15:38 - The halo effect and the science behind first impressions 20:41 - Defining the message you want your wardrobe to send 22:39 - Investment pieces versus trends and how to balance both 25:45 - Adding personality through accessories without overhauling your style 29:41 - The hidden mental energy cost of an unsolved wardrobe problem 32:01 - Fit is the single most important factor in how you present yourself MENTIONED IN ESTELLE WINSETT | HOW LAWYERS BUILD CREDIBILITY BEFORE THEY SAY A WORD Estelle Winsett Consulting | LinkedIn Take Estelle's Style Quiz Book a Style Discovery Call Paula Edgar | How to Boldly Be YOU in Everything You Do Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Niraj Chhabra is the founder of Sidebar Advisors, a financial planning firm dedicated exclusively to serving attorneys at every stage of their careers, from rising associates to equity partners. For more than 20 years, Niraj has helped lawyers navigate the financial complexity that comes with success, including partnership compensation, tax strategy, equity, retirement planning, and the competing demands of career growth and family life. Using a Behavioral Financial Advice approach, he works with attorneys to align their financial decisions with their values, helping them build wealth intentionally, reduce unnecessary stress, and create real optionality in both their careers and personal lives. WHAT'S COVERED IN THIS EPISODE ABOUT TURNING LEGAL SUCCESS INTO FINANCIAL SECURITY A high income does not automatically produce financial security. Attorneys who are billing at the top of their game can still find themselves financially stuck, sitting on too much uninvested cash, watching savings fall behind income, and putting off financial decisions because another billable hour always takes priority. Getting ahead of that complexity requires more than good intentions. It means building systems that grow alongside income, understanding the financial dynamics specific to each stage of a legal career, and examining the behavioral patterns that shape how people make financial decisions long before they become lawyers. In this episode of The Lawyer's Edge, Elise Holtzman talks with Niraj Chhabra of Sidebar Advisors about why some high earners still feel financially stuck, how behavioral history shapes financial decisions, what many lawyers get wrong about building wealth, and the systems that make the difference over time. 2:32 - Why some high-earning lawyers still feel financially stuck 3:12 - How reversing the savings and checking account structure changes spending behavior 4:04 - The cost of leaving millions sitting in a savings account uninvested 5:38 - What makes financial planning for lawyers uniquely complicated 7:05 - What behavioral financial advice actually means 10:02 - Unpacking cultural and family background before making financial plans together 12:23 - How equity partnership changes the financial picture for lawyers 15:05 - Why some lawyers turn down partnership because their spouse doesn't understand the compensation structure 17:34 - Financial considerations across career transitions, from associate to partner to in-house to solo 22:02 - Why the retirement number looks different depending on how accounts are structured 27:00 - Gender-specific financial dynamics for women lawyers 33:03 - Practical habits that distinguish lawyers who build long-term wealth 35:13 - What to do first if you feel financially successful but uncertain about the bigger picture 37:30 - The money stories we carry and how they show up in financial behavior MENTIONED IN TURNING LEGAL SUCCESS INTO FINANCIAL SECURITY Sidebar Advisors | LinkedIn Niraj Chhabra on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Adam Severson is the Chief Marketing and Business Development Officer at Baker Donelson, a leading national firm with more than 700 lawyers and 25-plus offices in the United States, primarily in the southeastern U.S. Adam's role is unique compared to many who hold that title in that he spends a lot of his time meeting with clients and actually selling the firm's services. Adam is a past president of the Legal Marketing Association and a Hall of Fame member. He's also a Fellow in the College of Law Practice Management. WHAT'S COVERED IN THIS EPISODE ABOUT EXECUTIVE PRESENCE Executive presence can seem hard to define. Many people think you either have it or you don't. But Adam Severson frames it differently. When you walk into a room or lead a pitch meeting, others are asking themselves whether they can take you seriously and whether you instill confidence. That assessment happens fast, and it's based on more than just what you say. The lawyers who are best at client development aren't necessarily the ones trying to be the smartest or most interesting person in the room. They're the ones who show up prepared, ask thoughtful questions about what's actually happening in a client's business, and then follow through when they promise to find an answer. Adam calls that gap between what people say they will do and what they actually do the "say-do gap." Closing it builds trust faster than almost anything else, and most people never even realize they're leaving it open. In this episode of The Lawyer's Edge, Elise Holtzman talks with Adam Severson about what executive presence actually looks like in law firms, why imposter syndrome stops people from even trying to develop it, and how lawyers can build credibility through preparation and genuine curiosity rather than trying to have all the answers. 2:09 - How Adam defines executive presence  3:16 - The three elements of executive presence  5:26 - Executive presence vs. confidence and whether you can have one without the other 6:22 - Practical behaviors to demonstrate executive presence 8:53 - Being interested in others matters more than being interesting 10:27 - Using data to build credibility with lawyers and practice groups 15:07 - How executive presence impacts business development and client retention 15:32 - The "say-do gap" and why following through on what you promise matters 21:10 - Imposter syndrome keeps people from trying to develop executive presence 22:14 - The perfectionism problem and why you don't need all the answers 25:07 - Lessons learned from Adam's own career building executive presence 28:20 - Modifying the approach by showing your work instead of just stating the conclusion 30:38 - Don't make assumptions about who you're talking to 34:06 - Why self-awareness matters more than confidence Mentioned in Executive Presence: How to Turn Skill into Influence Baker Donelson | LinkedIn Adam Severson on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Dawn Anderson is the Chief Human Resources Officer at Butler Snow LLP, a law firm with nearly 400 lawyers across 25 offices. With more than 30 years of HR experience and both an MBA and law degree from the University of Georgia, Dawn brings a unique perspective to law firm leadership. After two decades in HR leadership roles in retail and manufacturing, Dawn transitioned to the legal industry where she now oversees Butler Snow's HR function and operations. She has taught as an adjunct professor teaching college-level courses and facilitating countless training seminars on leadership, management, and human resources. She is also an active member of the Atlanta Association of Legal Administrators, where she previously served as board member and chapter president. WHAT'S COVERED IN THIS EPISODE ABOUT STRATEGIC HR LEADERSHIP Law firms often treat HR as a cost center or an administrative function that handles paperwork, processes bonuses, and deals with employee issues when they come up. But there's often a disconnect between what HR professionals actually do and how lawyers value that work. Administrative leaders get kept out of important conversations, even when those decisions directly affect people and performance. When HR leadership operates strategically and lawyers work with the professionals who understand people management, things change. Compensation systems become transparent and defensible instead of feeling like a black box. People get prepared for leadership roles instead of being promoted and left to figure it out. And firms make smarter decisions about retention, hiring, and succession planning because the work gets more intentional instead of reactive. In this episode of The Lawyer's Edge, Elise Holtzman is joined by Dawn Anderson to discuss building credibility as an HR leader in a law firm, why lawyers sometimes undervalue the work administrative professionals do, and how strategic people management changes both culture and business results. 2:49 - Dawn's journey from chemical engineering to HR with a JD and MBA 6:37 - Why lawyers sometimes undervalue administrative professionals 8:33 - Taking five years to get into the bonus process at her previous firm 9:33 - Creating a defensible bonus system in hours instead of days 14:42 - Building trust and credibility with attorneys using The First 90 Days approach 17:31 - The challenge of recruiting legal assistants in today's market 21:30 - Pairing experienced legal assistants with new attorneys as a training tool 24:18 - What "revenue enablers" means and why language matters 26:39 - Change management without the corporate jargon 28:28 - Getting the right people in the right seats 30:30 - Preparing people for partnership instead of just promoting them 33:32 - Why investing in people beats losing them to firms that will 38:04 - HR is everyone's job, not just HR's job MENTIONED IN HOW STRATEGIC HR TRANSFORMS LAW FIRM PERFORMANCE Butler Snow LLP | LinkedIn Dawn Anderson on LinkedIn The First 90 Days by Michael D. Watkins   Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer's Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn't enough; if you're “toiling away in obscurity,” clients and referral sources won't find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”). Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LgVA3ra7Vu8 ----------------------------------------

In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer's Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call. Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I'm not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don't have to be the world's #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don't compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who've already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you're available as a visible expert. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kNaUHw9eMOs ----------------------------------------

Elise Buie is the founder and CEO of Elise Buie Family Law in Seattle, Washington. After losing everything in Hurricane Katrina, she rebuilt her life and career from scratch, bringing lessons in resilience and New Orleans hospitality to her practice.  Elise is a passionate and creative family law attorney who has lived the life you're living now, juggling the endless tasks of a lawyer and law firm owner while dreaming of something better. She grew her firm from six figures to multiple seven figures, navigating the pandemic and intentionally scaling back to ensure the firm operates with healthy numbers and a culturally aligned team.  WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING A PROFITABLE LAW FIRM WITHOUT BURNING OUT YOUR TEAM Most law firms measure success by billable hours and revenue growth. But what if the path to profitability runs through shorter workweeks, lower billable targets, and generous budgets for client gifts? Elise Buie grew a family law practice from six figures to multiple seven figures while implementing policies that sound counterintuitive. Attorneys bill around 1,200 hours annually. Paralegals work 30-hour weeks while getting paid for 40. Team members receive bonuses for "unreasonable hospitality" rather than billing more hours. The firm maintains 30% profit margins with a three-times return on investment per employee, proving that you don't need to run your team into the ground to build a successful practice. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Elise Buie about building a profitable law firm without sacrificing what matters most, including how to delegate effectively, why emotional intelligence is critical in family law, and what it really takes to create a culture where people bring their best selves to work. 2:32 - Rebuilding after Hurricane Katrina and how COVID tested the firm 5:39 - What unreasonable hospitality means and why it matters 8:49 - Why the firm bonuses people for client delight, not billable hours 11:48 - Hiring for alignment and emotional intelligence 13:30 - Why the firm turns away most applicants to find the right fit 16:56 - How the firm stays profitable with attorneys billing 1,200 hours a year 18:09 - Running the business by the numbers while keeping reduced hours 21:30 - Where the business knowledge came from (hint: lots of studying) 23:04 - Why daily data dashboards reveal problems before they become crises 26:14 - Why delegated work doesn't have to be perfect to be valuable Mentioned In Scaling With Soul: Building a Profitable Law Firm Without Burning Out Your Team Unreasonable Hospitality by Will Guidara Elise Buie Family Law Group | LinkedIn Elise Buie on LinkedIn  Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Ken Falcon is the Co-Managing Partner of Falcon Rappaport & Berkman LLP (FRB), where he has led the firm's expansion from a small Long Island practice with twelve staff to a multidisciplinary firm of more than 120 professionals with offices across the tri-state area, Florida, and California. Under his leadership, FRB has become a destination for ambitious associates, lateral partners, and small firms seeking a collaborative, forward-thinking environment that combines complex legal work with a genuine commitment to work-life balance. WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING A HEALTHY LAW FIRM CULTURE Ken Falcon built his firm from a solo practice into a multi-state team by refusing to squeeze maximum profit from his people. His leadership centers on honesty in hiring and twice-yearly reviews that track shifting priorities. By deliberately accepting lower profit margins, he's made real work-life balance possible—the kind of culture that keeps attrition low and inspires attorneys to bring in people they trust. When Ken was diagnosed with kidney cancer, his partners insisted he take an eight-week sabbatical and divided his work among themselves, a response that revealed the kind of loyalty and trust his leadership had fostered. The experience forced him to rebuild his role around what he actually wanted to do. In this episode of The Lawyer's Edge, Elise Holtzman talks with Ken about protecting culture during rapid growth. They discuss screening for fit over credentials, why he'd rather make less money than burn out his team, and how a health crisis taught him to restructure his role around what matters. 2:14 – Why Ken built a law firm that values people over profit 4:38 – How clear expectations and open communication sustain culture through growth 7:21 – The hiring conversations that reveal alignment and ambition 10:42 – Twice-yearly reviews and how they keep attorneys engaged and accountable 13:55 – Rethinking profitability: why FRB chose sustainability over maximizing margins 17:18 – What real work-life balance looks like inside a busy, expanding practice 21:06 – How leadership transparency drives retention and trust 24:37 – Balancing client demands with internal culture as the firm scales 28:10 – The link between compensation philosophy and firm stability 31:22 – Advice for law firm leaders who want to build healthier organizations MENTIONED IN KEN FALCON | HOW INTENTIONAL LEADERSHIP BUILDS STRONGER LAW FIRMS Falcon Rappaport & Berkman LLP | LinkedIn Ken Falcon on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Vicki Odette is a Partner at Haynes Boone, an Am Law 100 firm with more than 700 lawyers across 19 offices worldwide. Based in Dallas, she serves on the firm's Executive Committee and is Global Chair of the Investment Management Practice Group. Her practice focuses on advising fund sponsors and investors on structuring and negotiating private equity, hedge fund, and venture capital investments, as well as complex partnership and joint venture arrangements. Vicki also counsels ultra high net worth individuals and families with assets exceeding $1 billion on business planning for family offices and their investments. In 2024, the Minority Corporate Counsel Association honored Vicki with its Rainmakers Award, recognizing her as one of the profession's leading business developers and client relationship leaders. WHAT'S COVERED IN THIS EPISODE ABOUT BECOMING A RAINMAKER For some lawyers, business development feels like a mystery, something reserved for extroverts or senior partners with decades of connections. Vicki Odette proves that's a myth. From her earliest years in practice, she treated business development as part of the job, not an afterthought. By asking questions, watching what successful partners did, and trying her own experiments, she built a network rooted in trust instead of transactions. In this episode of The Lawyer's Edge, Elise Holtzman and Vicki Odette talk about what it really takes to become a rainmaker. They highlight the patience, persistence, and consistency that separate future rainmakers from frustrated associates. They also share how finding strategies that fit your personality can lead to something even more valuable than clients, genuine control over your career. 2:35 – Starting business development early and laying the groundwork for future clients 4:31 – Learning by observing successful partners and adapting their strategies 5:49 – Overcoming intimidation and finding networking tactics that feel authentic 7:59 – Why introverts can excel at business development 11:03 – The personal and professional rewards of long-term client relationships 13:19 – How business development creates autonomy, leadership, and compensation growth 15:07 – Making clients feel like a top priority through proactive communication 17:35 – Anticipating client needs and cross-selling across practice areas 19:34 – Why small roundtables and intimate events outperform large networking mixers 22:58 – Handling rejection, asking for feedback, and using lost pitches as data 25:00 – Navigating bias and maintaining confidence in male dominated rooms 26:53 – Gender differences in rainmaking styles and how women can own their strengths 29:17 – Practical advice for young lawyers beginning their business development journey 32:37 – The overlooked key to client loyalty is caring about their business beyond the matter MENTIONED IN HOW LEADING RAINMAKERS PLAY THE LONG GAME IN BUSINESS DEVELOPMENT Haynes Boone | LinkedIn Vicki Odette on LinkedIn Minority Corporate Counsel Association (MCCA) Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Erika Steinberg is the founder of CMO2Go, which provides fractional and interim marketing leadership to midsize law firms across the United States. She launched the company more than six years ago with the belief that expert marketing is not just for the largest law firms. Before founding CMO2Go, Erika held senior marketing leadership roles at Sidley Austin, Kaye Scholer, and Arent Fox. With more than 30 years in legal marketing and business development, she speaks fluent lawyer, understands how law firms operate, and knows how to work effectively inside of them. She helps midsize firms create roadmaps for marketing success, execute on those plans, and maintain momentum by bridging marketing gaps in their teams. WHAT'S COVERED IN THIS EPISODE ABOUT MARKETING FOR MIDSIZE LAW FIRMS Midsize law firms bring real advantages to the table when it comes to marketing. With leaner teams and closer collaboration across practices, they often have the ability to move faster and make decisions without the layers of bureaucracy that slow down larger competitors. Those advantages can disappear without a clear plan. Firms risk siloed initiatives, "random acts of marketing," or goals that lack accountability. It's easy to take on too much or lose steam when busy lawyers don't have the time or support to keep things moving forward. In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Erika Steinberg about how midsize firms can build smart, sustainable marketing functions. They explore the difference between tactics and strategy, what it takes to maintain momentum with small teams, and how to create a roadmap that supports both immediate priorities and long-term growth. 2:26 — What it means to “speak fluent lawyer” and why it matters 5:47 — Common misconceptions about creating a marketing plan 7:26 — Mistakes midsize firms make when designing and executing plans 11:24 — How to maintain momentum so projects don't fizzle out 13:21 — Bridge the Gap: interim marketing leadership in action 17:11 — Navigating challenges when stepping into a firm as interim leader 22:19 — What midsize firms are getting right in their marketing 24:40 — Why tracking business sources matters and where to focus resources 29:17 — The power of collaboration and breaking down silos 32:02 — Why strategy must come before tactics MENTIONED IN BUILDING SMART, SUSTAINABLE MARKETING FOR MIDSIZE LAW FIRMS CMO2Go Connect with Erika on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Beth Huffman has more than 40 years of experience in communications, media, and marketing. After two decades as a reporter, she spent the next 20 years helping major law firms, legal organizations, and global clients create strategic narratives that elevated their reputations and work. She served more than a decade at Dechert and later as head of marketing at Nelson Mullins before returning to Pennsylvania to join Poston Communications as Vice President. Today, Beth works with firms across the country to strengthen visibility, reputation, and client relationships through thoughtful communications strategies. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM HOLIDAY GIFTING Holiday gift giving isn't something we usually talk about here, but it comes up every year for firms of every size. You want to show clients and friends of the firm that you appreciate them, and you want to stay connected in a meaningful way. The challenge is that what seems simple at first can raise questions about timing, budget, logistics, and even ethics. Cards and gifts can be a great opportunity to build relationships, but they can also backfire if they're rushed or impersonal. From digital vs. paper cards to whether a bottle of wine is really the best idea, small decisions can make a big difference. In this episode of The Lawyer's Edge, Elise Holtzman talks with Beth Huffman about how law firms can get holiday gifting right. They cover why planning ahead matters, how to choose thoughtful options that reflect your clients, and what to do to avoid common missteps while keeping the process simple and impactful. 2:52 - The surprising headaches of holiday cards and how to avoid them 4:23 - Why one-size-fits-all gifts don't work (and what to do instead) 5:46 - Navigating hybrid and remote client addresses during the holidays 7:28 - Logistics gone wrong: shipping delays, customs, and alcohol restrictions 11:09 - How firm size shapes the gifting process (and who usually gets stuck with it) 12:33 - Digital vs. paper cards: what works best for different clients 13:47 - Creative alternatives to traditional gifts, from Thanksgiving pies to team lunches 16:55 - Making gifts personal without crossing professional lines 18:45 - Common pitfalls with branded items and how to avoid conflicts 19:48 - Why gifts don't have to wait until the holidays to make an impact 21:18 - Setting budgets and expectations around client gifts 23:13 - Using CRMs and simple systems to track client preferences year after year 25:19 - Regional and repeatable gift ideas that clients actually remember 27:06 - The most obvious - but most overlooked - tip for client appreciation MENTIONED IN HOLIDAY GIFTING FOR LAW FIRMS: AVOIDING PITFALLS AND MAKING IT PERSONAL Poston Communications  Beth Huffman on LinkedIn “The Holiday Gifting Dilemma: How Law Firms Can Get Gratitude Right,” The Legal Intelligencer PR: Building a Firm Store for Swag, Gifts and Giveaways Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Hilary Gerzhoy is a partner at HWG LLP, where she represents lawyers, law firms, legal tech companies, and in-house counsel navigating the full range of legal ethics matters. She serves as outside general counsel to law firms nationwide, advising on risk management, conflicts and disqualification, and firm formations and dissolutions. Hilary is the Chair of the D.C. Bar Rules of Professional Conduct Review Committee, a member of the ABA's Ethics and Professional Responsibility Committee, and was appointed by the judges of the D.C. Circuit to serve on the D.C. Circuit's Advisory Committee on Admissions and Grievances. She also teaches legal ethics as an adjunct professor at Georgetown University Law Center. Hilary has published more than forty articles on developments in legal ethics and her work has been featured in the Chicago Tribune, Bloomberg Law, The National Law Journal, Law.com, Law360, the Washington Lawyer, and LexisNexis. WHAT'S COVERED IN THIS EPISODE ABOUT ETHICS TROUBLE FOR LAWYERS Most lawyers work hard to serve their clients well, and part of that commitment means staying alert to ethical challenges. Questions around conflicts, supervision, or new technology don't have to turn into problems – if you know how to spot and address them early. As a lawyer who advises firms across the country on professional responsibility, Hilary Gerzhoy helps attorneys do exactly that. She guides clients through bar complaints and malpractice claims, but more importantly, she shows them how to avoid those situations in the first place. In this episode of The Lawyer's Edge Podcast, Elise Holtzman talks with Hilary about the most common ethics missteps, how disciplinary actions differ from malpractice suits, and the practical steps you can take to safeguard your reputation. 1:25 — Hilary's background and role in legal ethics 2:19 — The two types of risk lawyers face: disciplinary vs malpractice 2:46 — How bar complaints get filed and investigated 4:28 — Range of sanctions, from private admonishments to disbarment 5:50 — Key differences between malpractice suits and bar complaints 8:20 — Why “the cover-up is worse than the crime” 9:28 — Why malpractice suits often turn into bar complaints 12:40 — Common triggers for bar complaints (including money issues) 18:05 — When conflicts of interest create ethics problems 25:12 — How firms can reduce risk with better supervision and systems 30:44 — The role of technology, including AI, in malpractice and ethics risk 36:17 — Steps lawyers can take to mitigate mistakes in real time 44:44 — Why hiding errors can have career-ending consequences 45:20 — Building a firm culture where people can admit mistakes Mentioned In Good Lawyers, Bad Outcomes: How Lawyers Can Avoid Ethics Trouble HWG LLP Hilary Gerzhoy on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Elise Holtzman left Big Law to raise her children, without a clear roadmap for what came next. Now she's a leadership coach and founder of The Lawyer's Edge, helping lawyers build confidence, develop business skills, and grow professionally. In this episode, Elise shares the mindset shifts that led her from practicing law to coaching those still in the field.LAWYER SIDE HUSTLESWhat began as a curiosity became a calling. Elise explored executive coaching and soon realized she could use her background in law to serve other lawyers. That side interest eventually became The Lawyer's Edge, which she now runs full-time, offering coaching programs, firm-wide trainings, and a popular podcast.“I didn't set out to start a business. I set out to help people,” Elise Holtzman shares in Episode 210 of You Are a Lawyer.Elise's story shows how side projects can evolve into full-fledged careers. By paying attention to what energized her, and what drained her, she built a business that supports both her clients and her life. She encourages other lawyers to give themselves permission to try something new, even if it starts small.LISTEN TO LEARNHow to overcome the fear of leaving traditional law practiceWhat lawyers actually need when it comes to leadership and business developmentHow to build a coaching business tailored to legal professionalsWE ALSO DISCUSSThe identity crisis many lawyers face when stepping away from the professionWhy law school doesn't prepare you to be a leader or entrepreneurHow to balance motherhood and career reinventionJoin the FREE mailing list!Get behind-the-scenes content from You Are A Lawyer. 1) Visit www.youarealawyer.com2) Add your email address to the Subscribe pop-up box OR3) Enter your email address on the right side of the screen4) Get emails from me (I won't fill your inbox with junk)!Interact with You Are A LawyerKyla Denanyoh hosts the You Are A Lawyer podcast. Follow the podcast:YouTube: https://www.youtube.com/@youarealawyerWebsite: https://www.youarealawyer.com

Ken Vrana is a Senior Director at Western Alliance's Juris Banking Group. He specializes in crafting customized capital solutions for law firms, alternative legal service providers, and legal tech companies. With a deep expertise in complex banking relationships, he provides his clients with in-depth guidance on operating and fiduciary account setup and ongoing management, including advising on fraud mitigation tactics, advanced payables, and receivable services to streamline overall firm operations. With over two decades of banking experience, Ken serves as a trusted advisor to stakeholders across the legal community and regularly leverages his extensive network to build meaningful connections. His unmatched dedication to navigating clients' transactional and credit banking needs with ease underscores his long-standing commitment to legal professionals nationwide. Prior to joining Western Alliance, he had significant tenures at Capital One and Citizens Bank, where he helped clients optimize their operations, drive growth, and enhance profitability. Ken received his Bachelor of Arts from Mount Saint Mary College. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM BANKING AND FINANCIAL STRATEGY Most lawyers master the practice of law but struggle with the business side. From managing cash flow to protecting client funds from cybercrime, the financial realities of running a law firm present challenges most lawyers were never trained to handle. Ken Vrana works specifically with law firms to help them make smarter financial decisions and avoid common pitfalls. He sees firsthand how smaller firms are often targeted by fraudsters because they lack the robust protection systems of larger firms, and how many firms leave money on the table by not optimizing their payment processes or banking relationships. From startup firms hanging their shingle to established practices pursuing growth through mergers, Ken shares practical insights on choosing the right banking partners, setting up proper fraud protection, and why the relationship with your banker might be more important than you think. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Ken about protecting your firm's funds, streamlining cash flow, and why treating your banker as a trusted advisor could be one of the smartest business decisions you make. 1:51 - Banking challenges facing large and smaller firms 6:23 - The benefits of using specialized legal banking over a local bank branch 9:43 - Common mistakes by law firms in their banking and financial management choices 14:52 - Guidance for new law firms to start on a solid footing with legal banking 19:21 - Why legal banks like Juris see startup firms as valuable clients 21:56 - Considerations for law firms pursuing growth 23:53 - Culture mismatches as a leading cause of merger failures  27:17 - Players who should be involved in your firm's growth or merger 29:53 - Reasons for having multiple banking relationships 32:19 - The importance of regularly re-evaluating if a banking relationship is a good fit  35:40 - Large firms' lack of immunity to financial management problems, despite having more resources 37:24 - The value of banking relationships and understanding their importance MENTIONED IN BANKING AND FINANCIAL STRATEGY FOR LAW FIRMS THAT WANT TO GROW Connect with Ken on LinkedIn Western Alliance Bank | LinkedIn Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Kirsten Branigan was facing an existential crisis. Working at a large New Jersey law firm with young children, she felt the rubber meeting the road in a significant way. She couldn't do everything she wanted to do with her family while meeting all the firm's requirements. Instead of just accepting the situation, Kirsten made two bold decisions. She started her own employment law firm built around flexibility and empathy. And when she heard that the New Jersey Women Lawyers Association was dying out because "women of your generation don't care about these issues," she decided to prove that wrong by leading the effort to revitalize the organization. Twenty years later, Kirsten's firm is thriving as a refuge for women lawyers, and that "dying" organization now draws over 700 people to its annual gala. As someone currently conducting research with Rutgers University on women's advancement in the legal profession, she has insights on what's actually changing for women lawyers and what isn't. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Kirsten about building a law firm culture that works for women lawyers, the challenges that persist across generations, and her advice for creating change: Build an Army. 3:24 - Why Kirsten left Big Law to start her own firm after an existential crisis  5:51 - The values and culture Kirsten built into her firm from day one  9:02 - How to maintain firm ideals while dealing with business pressures  11:19 - The story of revitalizing the New Jersey Women Lawyers Association  16:03 - Current challenges women face in the legal profession based on Rutgers research  23:16 - Positive shifts and trends for women in law  28:05 - The mental health crisis in the legal profession and available resources  30:31 - Understanding generational differences and approaching them with empathy  32:40 - What lawyers can do to make the profession better for everyone  38:36 - Kirsten's advice for creating lasting change: Build an Army MENTIONED IN CREATING LAW FIRM CULTURE THAT WORKS FOR WOMEN LAWYERS KS Branigan Law PC | LinkedIn New Jersey Women Lawyers Association | LinkedIn NAMWOLF New Jersey Lawyers Assistance Program Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Candisse Williamson is a highly accomplished General Counsel known for her creative deal-making and extensive legal expertise across the entertainment and corporate sectors. After graduating from Northwestern Law, she refined her corporate law skills, with a focus on M&A and private equity, at prestigious firms including Paul Weiss and King & Spalding. Her career then transitioned to entertainment, where she served as VP of Business and Legal Affairs at The Madison Square Garden Company, notably as lead attorney for the renowned Christmas Spectacular Starring the Radio City Rockettes. Later, as General Counsel at Skybound Entertainment, Candisse built the company's legal department from the ground up, overseeing all transactions in film, TV, and gaming. She is now the GC of Hartbeat, actor and comedian Kevin Hart's media company. In this role, she established the legal department and now drives strategic deal-making across film, TV, audio, live events, and branded content, all while serving as a key member of the executive team. WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING LEGAL TEAMS AND MANAGING OUTSIDE COUNSEL Most lawyers follow predictable career paths, but some find themselves in industries where the landscape shifts constantly. Candisse Williamson made the transition from corporate M&A at top firms to building legal departments in entertainment companies, where deal structures evolve rapidly and traditional contracts often don't fit. As General Counsel at Hartbeat, Kevin Hart's media company, Candisse has learned that success requires more than legal expertise. She's built two legal departments from the ground up, developed strategies for working effectively with outside counsel, and discovered that understanding the business is often more important than perfecting the legal details. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Candisse about her journey from Big Law to entertainment, how she approaches building and managing legal teams, and practical advice for lawyers looking to work with entertainment companies. 2:34 - Why Candisse wanted a legal career and her transition into entertainment law 5:30 - The biggest challenge for Candisse as VP/General Counsel 8:06 - How Candisse built Hartbeat's legal department from the ground up 11:09 -  Two main purposes of outside counsel and how Candisse maintains relationships  13:56 - Candisse's philosophy about handling difficult conversations with outside counsel 16:52 - How you can rise above the crowded field and grow a book of business as a private practice lawyer 23:18 - Why Candisse emphasizes diversity in her staffing decisions 25:43 - Challenges in the constantly evolving world of entertainment and media 30:03 - Candisse's personality and adaptability as an attorney  33:53 - Highly critical advice for in-house counsel   MENTIONED IN STRATEGY AND TALENT: HOW ONE GENERAL COUNSEL BUILDS LEGAL TEAMS AND CHOOSES OUTSIDE COUNSEL Hartbeat | LinkedIn | Instagram Laugh Out Loud Network: YouTube | TikTok | Instagram | Facebook | Snapchat | Twitter/X Anthony Desimone | Making AI Work For Your Law Firm Without Compromising Security or Excellence Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE... Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Elise Holtzman is a former practicing lawyer, executive coach, consultant, and the CEO of The Lawyer's Edge®, helping lawyers become better business developers and leaders.  She chats with Jeff and Brett about a variety of topics, including her transition from practicing law to founding a company, why she chose lawyers to coach, why law firm management is usually unprepared, trends in legal education, the recent growth in legal coaching, and which lawyers need her services.   Do you?   Listen now!Streaming on  YouTube, Spotify, Amazon Music, and Apple Podcasts. We are also in the top ten percent of listened-to podcasts globally.

Darin Klemchuk is the CEO of Klemchuk PLLC, a leading litigation, intellectual property, and business law firm based in Dallas, Texas. Klemchuk focuses his practice on IP litigation (patents, trademarks, copyrights, and trade secrets), IP enforcement and anti-counterfeiting programs, and IP strategy.  He helps clients build market share and block competitors through intellectual property law.  Darin is also the co-founder of Engage Workspace for Lawyers, an executive suite built by and for lawyers. He writes and speaks about human performance optimization, marketing and business development, leadership, entrepreneurship, law firm culture, and intellectual property law–all designed to encourage others to rethink what it means to be a lawyer, business owner, and leader in today's legal profession and beyond. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM LEADERSHIP Most lawyers follow the traditional path of making partner, building a book, and climbing the ladder. But what happens when you're wired differently? When the conventional approach to practicing law feels fundamentally wrong for who you are as a person and leader? Darin Klemchuk faced exactly this crossroads. With a stable Big Law job, a second child on the way, and zero portable business, he made what most would consider a crazy decision. He walked away from partnership to build something better. Twenty years later, he's proven that leading from within can create strong results in both law and life. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Darin about his journey from Big Law to entrepreneurship, his 62-minute plank hold experience, why the "platinum rule" works better than the golden rule for leaders, and how personal growth became the foundation for his firm's success. 2:06 - Darin's “Jerry Maguire” moment of launching his firm and how he got his first clients 5:57 - How the seeds of leadership and entrepreneurism were planted in Darin's youth 7:56 - The difference between leadership, management, and coaching  9:38 - One critical aspect of leadership that requires self-awareness 12:49 - The plank hold method and how you can apply it in your practice 17:33 - The immense value of peer networks for business development 22:06 - Why Darin designed anti-counterfeiting software programs to protect luxury brands' IP 23:58 - The better rule to follow for leaders with unique personality traits 28:15 - What Darin finds fascinating about the concept of happiness  32:16 - One of the greatest tragedies you can experience when you become successful   MENTIONED IN LEADING FROM WITHIN: HOW PERSONAL GROWTH FUELS LAW FIRM LEADERSHIP Klemchuk PLLC | LinkedIn | Facebook | Instagram Engage Workspace for Lawyers | LinkedIn | Facebook | Instagram Unbeatable Mind Entrepreneurs' Organization Vistage Think and Grow Rich by Napoleon Hill Culture Index Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.

Scott Love is the President of The Attorney Search Group and host of The Rainmaking Podcast, which helps attorneys, professional service firms, and B2B salespeople get more and better business from all their clients. As a prolific thought leader on the topics of rainmaking, recruiting, and leadership, he helps law firm partners mitigate risk and maximize opportunity when transitioning from one organization to another. With his nuanced understanding of high-stakes negotiations, effective partner transitions, and the delicate risks that come with complex career moves, he has placed attorneys among the Am Law 100 and 200 in corporate, finance, private equity, and investment management practices. Scott has also written numerous articles and authored three books on his expertise, been quoted in dozens of premium publications (such as the Wall Street Journal, Bloomberg, and Business Insider), and been a popular speaker at conferences, retreats, conventions, sales meetings, and trade associations. Additionally, he served for seven years as a member of the Board of Directors of the National Association of Legal Search Consultants and is a member of the National Association for Law Placement. WHAT'S COVERED IN THIS EPISODE ABOUT LATERAL MOVES FOR LAW FIRM PARTNERS Law firm partners often find themselves at a crossroads, wondering if they've outgrown their current firm, or if the grass really is greener elsewhere. The thought of making a lateral move can feel risky and emotionally charged, but what if there's a more strategic way to approach these career decisions? Scott Love, who has spent 30 years helping partners navigate these transitions, reveals that the best moves aren't driven by money or ego, but by a clear understanding of what serves your clients best. He breaks down the two main reasons partners actually leave firms, explains why some lawyers hold themselves back from reaching their potential, and shares his proven framework for evaluating whether to stay put or make a move. In this episode of The Lawyer's Edge podcast, Elise Holtzman and Scott explore the strategic approach to lateral partner moves, the critical questions to ask before entertaining any offers, and how focusing on your clients' needs often leads to the most successful career decisions. 1:44 - How you can succeed where you are right now and fulfill your potential 4:55 - Two primary reasons why partners leave law firms 5:55 - What your main motivation for a lateral move should be 7:15 - Internal barriers that can block you from realizing your potential as a rainmaker 11:00 - Scott's recommendations to help you navigate a lateral transition 17:20 - Two questions to consider when choosing or trying to decide between firms 20:01 - What you need to understand about compensation before you engage with new firms 23:30 - How to mitigate risk and increase the likelihood of a successful move 30:32 - Two things you can do to successfully bring your clients to a new firm 33:55 - The strategic question lawyers forget when making a major business move MENTIONED IN STRATEGIC LATERAL MOVES FOR LAW FIRM PARTNERS The Rainmaking Podcast  The Attorney Search Group “TRP 252: [Lega] Avoid Landmines in Lateral Partner Moves with Hilary Gerzhoy” 10x Is Easier Than 2x: How World Class Entrepreneurs Achieve More By Doing Less by Dan Sullivan with Dr. Benjamin Hardy Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE... Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Scott Tiedemann first joined Liebert Cassidy Whitmore as an associate in 2000 and became a partner in 2004. When his tenure as managing partner concludes on September 30th of this year, he will be focusing his energies again full-time on his practice representing public safety agencies and building the firm's private investigations practice. Melanie Chaney is an experienced labor negotiator and litigator and served as the managing partner of the Los Angeles office before moving into her new role managing firm-wide. She is taking over as managing partner of Liebert Cassidy Whitmore, a firm of about 115 lawyers in five offices focused on representing public agencies, educational institutions, and nonprofits across California in their labor, employment, and education matters. WHAT'S COVERED IN THIS EPISODE ABOUT SEAMLESS LEADERSHIP SUCCESSION Most law firms struggle with leadership transitions, often waiting until the last minute to prepare a new managing partner (and creating chaos in the process). But Liebert Cassidy Whitmore has cracked the code on seamless succession planning. Since 1980, they've successfully managed four leadership transitions, each with a 15-year tenure, through a deliberate process that includes a full year of co-managing and a "long runway" for preparation. Scott Tiedemann and Melanie Chaney reveal the secrets behind their firm's remarkable stability and growth from 40 to 115 attorneys. They share how their "firm first" philosophy, consensus-based decision making, and seven core values create a culture where everyone is "rowing in the same direction." In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Scott and Melanie about their proven approach to leadership succession planning and what it really takes to build a partnership that works. 2:46 - How Liebert Cassidy Whitmore approaches leadership succession planning 7:26 - The consensus-based process for selecting the next managing partner 9:52 - What qualities the firm looks for in a managing partner (hint: it's not the "hard skills") 12:19 - Melanie's journey from "this wasn't my plan" to embracing leadership 16:32 - The specific steps they took during the co-managing transition year 18:20 - What has kept the firm stable and thriving for over 40 years 20:41 - The "firm first" culture and how founding partners gave up ownership for the next generation 23:53 - How they handle culture fit issues and removing people who don't align with values 26:27 - The top challenges facing growing law firms: AI and remote work culture 29:52 - Advice for law firms seeking to strengthen their partnership 34:30 - The importance of repeatedly discussing firm values at every meeting 39:37 - What Scott and Melanie have learned from each other 42:38 - Final advice: keeping your North Star and learning to delegate effectively MENTIONED IN PASSING THE TORCH: TIPS FOR SEAMLESS LEADERSHIP SUCCESSION Liebert Cassidy Whitmore Connect with Scott Tiedemann on LinkedIn Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.

Sandra Cohen is the Co-Founder and Managing Partner of Cohen & Buckmann, which specializes in executive compensation, employee benefits and pensions. Her firm is nearly ten years old and is highly ranked in Chambers USA Guide and The Legal 500, no small achievement for a young, small boutique firm. She is a frequent author and speaker and is a former adjunct professor at NYU Law School, where she taught pension law to the next generation of employee benefits lawyers. She's a big believer that although her business has a bench of deep expertise and scholarship, it's really relationships and referrals that built her firm. WHAT'S COVERED IN THIS EPISODE ABOUT BUSINESS DEVELOPMENT THAT ACTUALLY WORKS Starting your own law firm takes much more than being a good lawyer, including the willingness and ability to master business development skills that many lawyers find intimidating or distasteful. But what if effective business development isn't about sales pitches or aggressive marketing? What if it's really about making friends and building genuine relationships over time? In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Sandra Cohen, Co-Founder and Managing Partner of Cohen & Buckmann. Sandra shares how she built her practice through relationships rather than traditional sales tactics, the power of content marketing for credibility-building, and why business development is like "watering a tree," slow, steady, and requiring patience for long-term growth. Sandra also discusses practical strategies for thought leadership (even for younger lawyers who think they don't have anything original to say), the importance of peer networking groups, and how giving away business can actually strengthen your referral network. 2:23 - Sandra's transition from large law firms to starting her own boutique practice 5:21 - How to track referrals and understand where your clients really come from 6:19 - The role of content marketing and thought leadership in building credibility 8:39 - Why lawyers need to show what they know, not just know it 11:41 - Advice for younger lawyers intimidated by "thought leadership" 15:04 - Getting started with writing: "Two big mistakes" instead of treatises 16:16 - How Sandra got involved in speaking opportunities through bar associations 18:01 - The power of repurposing content and LinkedIn for visibility 19:17 - Sandra's advice for senior lawyers: "Don't stumble over something that's behind you" 23:19 - The "know, like, trust, and remember" framework for relationship building 25:47 - Building peer groups that turn into 22-year referral relationships 27:21 - The power of giving away business to build your network 29:16 - How social media creates "top-of-mind awareness" for referrals 32:26 - Why business development for sophisticated practices is a long game 34:34 - Finding your audience: being in rooms full of people with problems you can solve MENTIONED IN THE LONG GAME OF BUSINESS DEVELOPMENT THAT ACTUALLY WORKS Cohen & Buckmann | LinkedIn Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.

Anthony M. DeSimone is a leading advocate for integrating generative AI into the legal profession, specializing in helping law firms harness AI to enhance efficiency, profitability, and client service. With more than 25 years of experience as a CPA and CMA, Anthony began his career at Deloitte before transitioning to focus on business optimization. Today, he operates "You're the Expert Now, LLC" and serves as a faculty member at the University at Buffalo Center for Entrepreneurial Leadership. In addition to delivering keynote presentations at national conferences, Tony leads AI accelerator courses and shares insights through his YouTube channel and podcast, "AI Mastermind." His groundbreaking work, including publishing a book in under 24 hours and producing AI-generated illustrations, underscores his expertise at the intersection of AI, data, and legal practice. WHAT'S COVERED IN THIS EPISODE ON AI STRATEGY FOR LAW FIRMS Many law firms are intrigued by AI, but unsure how to move forward. Questions about confidentiality, security risks, and the reliability of AI tools leave many lawyers hesitant, and expose firms to risks they don't fully understand. But AI isn't about replacing lawyers. It's about amplifying their capabilities while safeguarding client trust. Firms that learn how to integrate AI strategically will not only protect sensitive data but also position themselves for greater efficiency, profitability, and resilience in a changing legal landscape. In this episode of The Lawyer's Edge Podcast, Elise Holtzman talks with Anthony DeSimone, a CPA, CMA, and AI strategist who advises law firms on safe and effective AI adoption. Tony shares practical insights on the risks lawyers can't afford to ignore, how to train teams to use AI responsibly, and how the right AI strategy can streamline firm operations without sacrificing security or professionalism. 2:10 – How law firms are approaching AI today — early adopters versus laggards 4:20 – The hidden risks when lawyers use AI tools without firm oversight 6:00 – What AI hallucinations are and why they matter for law firms 8:42 – Practical ways lawyers are using AI now — drafting, research, and more 13:14 – How to safeguard client confidentiality when using AI 17:23 – The leadership role in encouraging smart AI experimentation 21:35 – Why large language models struggle with numbers and how that impacts legal work 24:50 – What's next — how AI will reshape law firm operations in the next five years MENTIONED IN ANTHONY DESIMONE | MAKING AI WORK FOR YOUR LAW FIRM WITHOUT COMPROMISING SECURITY OR EXCELLENCE You're the Expert Now, LLC | LinkedIn AI Usage Policy Maker Managing Partner Forum Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.

Talk to any senior partner in a law firm, and you're likely to get a complaint or snide comment about the younger generation of lawyers being lazier, more entitled, and less interested in making partner or assuming leadership roles than their predecessors. On the flip side, some younger lawyers will be all too happy to tell you that senior lawyers are overly demanding, can't respect boundaries, won't share origination credit, and refuse to cede any responsibility or authority to those coming up behind them. Generational differences are real. They are significant. And they are impacting both how law firms operate today and how they will be governed in the future.  Chris DeSantis is a speaker, author, and consultant specializing in workplace interventions. With nearly 30 years of experience as an independent organizational behavior consultant, Chris is a trusted partner to some of the world's largest companies in the professional services, tech, and pharmaceutical industries. When working with clients, his goals are to dig deeper, treat the root causes, and offer user-friendly solutions aligned with company initiatives. Before becoming an independent consultant, Chris was the Director of Management Development and Training for the American Medical Association and a Human Resources Development Manager at Brunswick Corporation. Chris has a BBA from the University of Notre Dame, an MA in organizational behavior from Loyola University in Chicago, and an MBA from the University of Denver. Chris is the Author of Why I Find You Irritating: Navigating Generational Friction at Work. He's also the Host of the Cubicle Confidential podcast, where he and Co-host Mary Abbajay share advice on outrageous workplace questions, comments, and concerns. WHAT'S COVERED IN THIS EPISODE ON NAVIGATING GENERATIONAL FRICTION AT WORK Many law firm leaders are grappling with generational tensions that quietly undermine collaboration, leadership development, and retention. But these conflicts aren't simply about age, they're rooted in deeper divides over authority, feedback, and what lawyers expect from the workplace. Chris DeSantis, speaker, consultant, and author of Why I Find You Irritating: Navigating Generational Friction at Work, has spent his career helping organizations navigate workplace dynamics, and now helps law firm leaders understand how generational habits and mindsets can create hidden friction. In this episode of The Lawyer's Edge, Chris joins Elise Holtzman to unpack how law firm hierarchies clash with younger lawyers' expectations of dialogue and inclusion. He shares why traditional “figure it out” leadership no longer works, and how shifting to a culture of open conversation can reduce friction, boost engagement, and strengthen leadership pipelines. 2:43 – Why law firm leaders can't ignore generational friction. Chris shares the challenges that inspired him to write his book. 4:55 – How generalizations shape perceptions and create blind spots in the workplace. 7:43 – The four generations in today's workforce and how their life experiences influence expectations at work. 11:02 – How different parenting models have shaped generational behaviors and workplace dynamics. 14:06 – Why younger attorneys struggle in tell-do workplaces, and how leaders can shift to an engage-discuss model. 19:02 – The hidden reasons adjacent generations experience the most friction, and how leaders can help defuse the tension. 26:01 – How gender, hierarchy, and generational differences collide in law firm environments. 33:10 – What leaders can do to foster dialogue over directives. Chris explains why this approach drives better performance and retention. MENTIONED IN WHY I FIND YOU IRRITATING: NAVIGATING GENERATIONAL FRICTION AT WORK Chris DeSantis | Chris DeSantis on LinkedIn Cubicle Confidential Podcast Why I Find You Irritating: Navigating Generational Friction at Work by Chris DeSantis Different: Escaping the Competitive Herd by Youngme Moon Social: Why Our Brains Are Wired to Connect by Matthew D. Lieberman Mary Abbajay on The Lawyer's Edge Podcast Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.

Sophie Lechner is a former practicing lawyer turned business coach, speaker, and author with two decades of LinkedIn expertise. She helps mission-driven professionals turn marketing from a chore into a joy, enabling them to attract clients like a magnet rather than chase them down. Sophie is the creator of The MAGNET Model, a framework that simplifies client attraction and relationship-building on LinkedIn. She has spoken globally, including at Oxford University, and has been featured in Forbes. Her corporate background spans industry leaders such as BP, Pfizer, and Bayer. Sophie recently published her new book, Unlock Your Impact, where she shares her proven client-attraction framework. WHAT'S COVERED IN THIS EPISODE ON LINKEDIN STRATEGY FOR LAWYERS Many lawyers feel uneasy about marketing, and even more uncertain about how to use LinkedIn effectively. Misconceptions about self-promotion, limited time, and discomfort with visibility often prevent lawyers from showing up online in a meaningful way. But LinkedIn isn't about shouting the loudest. It's about building genuine relationships, sharing valuable insights, and establishing credibility in the professional community you serve. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Sophie Lechner, a former lawyer and business coach who helps professionals attract clients with purpose and authenticity using her proprietary MAGNET Model. Sophie shares practical, sustainable strategies for lawyers to show up on LinkedIn consistently, whether you're ready to create original content or prefer to engage thoughtfully with others. She also explains how to tailor your presence so it reflects your values, highlights your expertise, and fosters long-term client relationships. 2:10 – Sophie's international background and transition from lawyer to business coach 5:06 – Why she left law—and how disillusionment led to reinvention 9:22 – Why many lawyers feel uncomfortable marketing themselves 11:33 – Why LinkedIn is the best platform for relationship-based professionals 14:13 – A realistic time commitment for meaningful LinkedIn engagement 17:21 – The power of content curation (if you don't want to post your own!) 21:46 – The must-have profile updates lawyers often overlook 25:14 – An introduction to The MAGNET Model and what makes it work MENTIONED IN SOPHIE LECHNER | LEVERAGE THE POWER OF LINKEDIN WITH THE MAGNET MODEL Sophie Lechner | LinkedIn Unlock Your Impact - Sophie Lechner Get connected with the coaching team: hello@thelawyersedge.com 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 that 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 hello@thelawyersedge.com.  

Jennifer Gardner is a Los Angeles-based trial lawyer and persuasive communications consultant. Her three-decade career spans entertainment litigation, serious criminal cases, and business and real estate disputes.  Jennifer teaches high-performing professionals how to grow their influence, impact, and executive presence through her programs The Art of Influence and The Power Lab. She also consults lawyers on courtroom presence and strategic messaging, and delivers CLE workshops including Whoever Tells the Best Story Wins and How You Can Have Bad Facts and Bad Law and Still Win Your Case.  She has received Certifications in Influence and Persuasion, Leadership, and Using Neuroscience to Obtain Better Business Results from the Wharton School of Business at the University of Pennsylvania. WHAT'S COVERED IN THIS EPISODE ABOUT THE ART AND SCIENCE OF INFLUENCE TO BE A MORE PERSUASIVE LAWYER What separates a good lawyer from a truly persuasive one? According to trial lawyer and communications consultant Jennifer Gardner, it's the ability to harness both the art and science of influence. Mastering persuasion isn't just about confidence or charisma, it's about emotional intelligence, neuroscience, and your ability to create real human connection. Jennifer draws on decades of courtroom experience and advanced training in storytelling, behavior, and communication to help lawyers tap into their full persuasive potential. She shares how legal professionals can elevate their impact by learning to regulate emotions, read others more effectively, and challenge the cultural norms that prioritize intellect over influence. In this episode of The Lawyer's Edge Podcast, Elise Holtzman talks with Jennifer about how to become a more powerful communicator, why emotions drive decision-making, and what it takes to lead in a way that's both strategic and authentic.   2:03 – What sparked Jennifer's pursuit of influence and persuasion 4:49 – How early messaging shaped her sense of power and self-expression 7:23 – The neuroscience behind why storytelling works 10:02 – Lawyers as leaders and why emotions matter more than logic 11:53 – Why Jennifer launched The Art of Influence and The Power Lab 14:02 – Cultural programming and lawyers' resistance to emotion 17:01 – How to start developing persuasive power 20:23 – What marketers know about influence that lawyers need to learn   Mentioned In Using the Art and Science of Influence to Be a More Persuasive Lawyer Jennifer B. Gardner | LinkedIn Chris DeSantis | Why I Find You Irritating: Navigating Generational Friction at Work Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge   SPONSOR FOR THIS EPISODE… This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, email the team at hello@thelawyersedge.com.

Coaching is often misunderstood in the legal profession. It's not about giving advice, cheerleading, or fixing a problem. It's about creating space for clarity, growth, and meaningful change. In this solo episode, Elise Holtzman shares what lawyers need to know about professional coaching, including how it works, when it's most effective, and how law firms are using it to support top talent. In this episode of The Lawyer's Edge, Elise draws on her experience as a certified coach and former practicing attorney as she explains how coaching helps high-performing lawyers overcome both internal and external barriers, sharpen leadership and business development skills, and follow through on the goals that matter most. She also outlines what a typical coaching engagement looks like, what results attorneys can realistically expect, and why experience inside the legal profession makes such a difference in the coaching relationship. WHAT'S COVERED IN THIS EPISODE ABOUT COACHING FOR LAWYERS 1:14 – Why this episode is all about answering lawyers' most common coaching questions 2:00 – What coaching really is—and how it helps you clarify goals and overcome obstacles 4:27 – Coaching vs. consulting, mentoring, and training: Understanding the differences 6:25 – The importance of customization and implementation in coaching 7:57 – Is coaching a licensed profession? What credentials actually mean 12:24 – Who coaching is really for, and why top lawyers are increasingly embracing it 14:17 – How coaching engagements typically work at The Lawyer's Edge 19:37 – What kind of results can you expect from coaching (and what to avoid) 22:30 – Why coaching lawyers requires legal industry experience 26:03 – How to explore coaching for yourself or your team MENTIONED IN COACHING FOR LAWYERS: WHAT IT IS, WHAT IT ISN'T, AND WHY IT WORKS International Coaching Federation (ICF) Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… This episode is brought to you by the coaching team at The Lawyer's Edge, a training and coaching firm that has been focused exclusively on lawyers and law firms since 2008. Each member of the 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, fill out our contact form.

Pat Gillette is one of the country's leading voices on gender equity in the legal profession. A seasoned employment litigator, rainmaker, and law firm leader, Pat spent 40 years in practice before shifting her focus to empowering women lawyers through speaking, writing, and consulting. She is a sought-after advisor on advancing women and diverse attorneys in leadership and business development. During her legal career, Pat was recognized as a top employment litigator and trial lawyer by Chambers and other industry rankings. She served as a rainmaker and firm leader before leaving Orrick, Herrington & Sutcliffe in 2015 to devote herself to changing the legal landscape for women. She also joined JAMS as a mediator, bringing her deep expertise to complex employment disputes. Pat is the author of Rainmakers: Born or Bred, a research-based exploration of the characteristics that drive successful business development in law firms. Beyond her work in practice, she co-founded the Opt-In Project, a national initiative designed to increase the retention and advancement of women in law firms. She was also part of the 2016 Diversity Lab Hackathon team that developed the Mansfield Rule. WHAT'S COVERED IN THIS EPISODE ABOUT WOMEN AS RAINMAKERS AND LAW FIRM LEADERS For many women in Biglaw, the message has long been you can be a rainmaker or a leader, but not both. Pat Gillette disagrees. In this episode of The Lawyer's Edge, Elise Holtzman sits down with Pat Gillette to discuss why women lawyers must advocate for themselves, step into leadership, and take control of their careers. Drawing on her decades of experience and groundbreaking research on rainmakers, Pat unpacks the systemic barriers that hold women back, the myths about business development, and the practical strategies women can use to break through. She shares why firms must do more than talk about diversity—they must remove the structural obstacles that keep women from developing business and taking on leadership roles. She also reveals how women can successfully build books of business while balancing other responsibilities. 2:02 – Pat's legal career and why she transitioned from practice to advocacy 6:21 – The slow evolution of gender equity in law firms—and what still needs to change 8:09 – The hidden structural barriers that impact women's rainmaking potential 10:55 – How the Mansfield Rule is redefining leadership opportunities in law firms 14:00 – The biggest misconception about business development—and why women are built for it 19:36 – How prioritization and compartmentalization are key to long-term success 22:43 – Why women must actively seek mentorship and sponsorship 27:05 – The simple but powerful career advice Pat gives every woman lawyer: Just ask! MENTIONED IN JUST ASK! HOW WOMEN CAN SUCCEED AS RAINMAKERS AND LAW FIRM LEADERS Pat Gillette | Pat Gillette on LinkedIn Rainmakers: Born or Bred by Patricia K. Gillette Get Connected with The Coaching Team at hello@thelawyersedge.com SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Denise Baker is a Co-Managing Partner of one of Canada's oldest and most prestigious firms, WeirFoulds. In addition to that role, she advises on complex municipal and land use planning law issues that appear before multiple courts and tribunals. She also participates in mediations and negotiations to effectively resolve disputes before they get to court. Denise chairs numerous land use and municipal law-related committees, including serving as a past chair of the municipal law section of the Ontario Bar Association. She speaks frequently for organizations like the Law Society of Ontario, the Ontario Professional Planners Institute, and the Ontario Bar Association, and has been teaching land use law for years. She's repeatedly recognized by Best Lawyers in Canada, in the Canadian Legal Lexpert Directory, and is ranked by Chambers Canada. WHAT'S COVERED IN THIS EPISODE ABOUT LEADING A LAW FIRM As a managing partner of a law firm who still maintains a busy legal practice, you often have to wear many hats, such as leading your firm, making critical decisions, managing different personalities, and ensuring top-tier client service. Connecting with peers who share similar challenges can be invaluable. This is what drew Denise Baker to the Managing Partner Forum's conference at the end of 2024, where she and Elise Holtzman, the host of The Lawyer's Edge podcast, met as faculty members. In this episode, Elise speaks with Denise about the pressing issues, tough decisions, and key leadership lessons she has encountered as a law firm leader. Denise discusses the challenges of training and motivating lawyers, the evolving role of AI in legal practice, the decision to adopt a co-managing partner structure, and the critical importance of addressing toxic behavior within a firm. 3:36 – Key issues that managing partners and law firm leaders face today 6:13 – Use of AI and the importance of carefully weaving it into legal practices 11:48 – Why WeirFoulds decided to adopt the fairly new co-managing partner framework 15:41 – The importance of balancing management responsibilities while in a busy practice 17:28 – How Denise has evolved as a leader since becoming co-managing partner 19:56 – The challenge of managing difficult people and why dealing with toxic behavior in your firm is a necessity 31:01 – Denise's final piece of advice that can pay dividends for your organization's culture MENTIONED IN LEADING A LAW FIRM: HOT TOPICS, TOUGH CALLS, AND LEADERSHIP LESSONS Denise Baker (WeirFoulds LLP) | LinkedIn WeirFoulds LLP | LinkedIn | YouTube Managing Partner Forum | Conference Overview  Above the Law Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Christa Brown-Sanford is a partner at Baker Botts in Dallas and chair of its Intellectual Property department. She also serves on the firm's Executive and Diversity and Inclusion committees and is an adjunct professor at SMU's Dedman School of Law, where she speaks regularly on patent matters. At every stage, she provides guidance on patent procurement, patent portfolio development, patent litigation, and patent licensing–particularly involving cutting-edge technologies in telecommunications, blockchain, electronics, AI, semiconductors, software, and personal mobility.  Outside of the office, Christa is actively involved in several organizations in the Dallas community. She's a member of the Charter 100 and Charity Crystal Ball, serves on the advisory board for the State Fair of Texas and the Innovation Council for Southern Methodist University, and serves on the boards of SMU, SMU's Dedman School of Law, Rice University George R. Brown School of Engineering, the Baylor Scott & White Foundation, and New Friends New Life (an organization focused on empowering trafficked women and girls). She was also the President of the Junior League of Dallas during the League's Centennial year and was recently honored as a top rainmaker by the Minority Corporate Counsel Association (MCCA). WHAT'S COVERED IN THIS EPISODE ABOUT ACHIEVING RAINMAKER SUCCESS Today, it's common for lawyers to move from firm to firm in search of better opportunities. Whether you're staying put for the long haul or keeping your options open, staying connected to your core motivators and mission can be the key to long-term success—both as a partner and a rainmaker. In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Christa Sanford, Partner and Intellectual Property Chair at Baker Botts, to talk about the impact of leading with purpose. Christa shares her journey to leadership, her commitment to fostering diversity and inclusion in the legal profession, and the pivotal moments that shaped her career. She also reflects on the challenges and rewards of balancing a demanding legal practice with one's personal life—and why staying true to her mission has made all the difference. 2:34 – Why Christa has remained at Baker Botts long-term and what's driven her to take on so many roles 8:57 – The biggest key to Christa developing her business and how she became aware of the rainmaking space 14:31 – The rewards of investing time, money, and energy into business development 17:26 – The factors that helped Christa evolve and step into leadership 21:32 – The low point that changed Christa's approach to failure and perfectionism in business development 28:01 – The challenges Christa faced on her journey to partner and rainmaker as a mom of three young kids 32:25 – Practical advice for building strong client relationships MENTIONED IN WHY STAYING TRUE TO YOUR MISSION IS CRUCIAL TO ACHIEVING RAINMAKER SUCCESS Christa Brown-Sanford (Baker Botts) | LinkedIn Baker Botts LLP | LinkedIn | Facebook | Instagram | X | YouTube Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Katie Schwarting is a real estate lawyer and partner at Seyfarth Shaw LLP in Charlotte, North Carolina. Her practice focuses on commercial mortgage-backed securities such as conduit and single asset, single borrower and Freddie Mac securitizations, and collateralized loan obligations. She works with servicers and special servicers on legal issues regarding asset management, compliance, default strategies, audit, and regulatory and disclosure requirements. Away from the office, Katie serves on the board of trustees for the Charlotte Museum of History as vice chair. She's also a member of the Mortgage Bankers Association Commercial Board of Governors and serves on the advisory board for Duke University Alumni Giving. Recently, she was honored alongside a small group of private practice lawyers as a top rainmaker by the Minority Corporate Counsel Association (MCCA). WHAT'S COVERED IN THIS EPISODE ABOUT HABITS OF A SUCCESSFUL RAINMAKER Building and maintaining a large client base as a team leader and successful rainmaker requires more than just great legal work. It demands a willingness to learn, adapt, and implement business development strategies—some of which might look very different from what worked in the past. In this episode of The Lawyer's Edge podcast, Elise Holtzman interviews Katie Schwarting, a real estate lawyer and partner at Seyfarth Shaw, about the not-so-obvious habits that helped her grow and sustain a thriving book of business. Katie shares how she got started with networking to land her first client, how she takes the pressure off potential clients, and how she balances growth with retention—ensuring she doesn't lose existing clients while bringing in new ones. Plus, she reveals what it takes to build a powerhouse team and why leadership plays a critical role in rainmaking. 2:20 – Why Katie prioritized business development while growing her legal practice 4:13 – How becoming a rainmaker opened doors to leadership, management, and firm-wide impact 9:44 – The role of listening in Katie's approach to business development 11:33 – How to maximize conferences and networking opportunities to attract new clients 18:14 – The one thing Katie never does when meeting a potential client—and why it reflects an abundant mindset 22:02 – What it takes to build a book of business as a team, rather than as a solo effort 26:26 – How to strike a balance between attracting new clients and nurturing long-term relationships 33:10 – The unique challenges and opportunities of being a rainmaker as a woman and/or person of color 38:19 – Why intentionality is the key to long-term success in business development MENTIONED IN THE SURPRISING HABITS OF A SUCCESSFUL RAINMAKER Katie Schwarting (Seyfarth Shaw) | LinkedIn Seyfarth Shaw LLP | LinkedIn | Facebook | Instagram | Twitter/X | YouTube “How to Get the Most ROI From Your Next Conference” Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.  

Making partner at your firm is a significant milestone, but successfully transitioning from associate or counsel to partner isn't automatic. It requires a mindset shift, strategic planning, and the development of new skills to ensure long-term success. In this episode of The Lawyer's Edge podcast, Elise Holtzman shares six actionable tips to help you navigate this pivotal career transition. She discusses how to embrace your new leadership role, manage the responsibilities of partnership, and position yourself for success. Whether you've recently been promoted, are preparing for the next step, or are simply curious about what partnership entails, this episode offers valuable insights you won't want to miss. WHAT'S COVERED IN THIS EPISODE ABOUT WHAT TO DO AFTER YOU MAKE PARTNER 3:27 – Why understanding your compensation structure is crucial after making partner 5:31 – The fundamental shift in your role as a partner—and how to prepare for it 7:40 – A critical step to take immediately to set yourself up for success 10:50 – The essential mindset shift from service provider to business owner 14:52 – How to manage new time commitments and proactively master time management 19:47 – Why understanding your firm's revenue model is vital for your long-term success 22:26 – How to develop leadership and business development skills to excel in your new role MENTIONED IN YOU MADE PARTNER—NOW WHAT? HOW TO SUCCEED IN YOUR NEW ROLE Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos by Dr. Heidi Gardner Smart Collaboration | How Law Firms Can Increase Revenues, Grow Client Loyalty, and Improve Diversity How to Cultivate a Business Development Mindset 3 Essential Pillars of Business Development For Lawyers Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Molly Kremer is a certified life coach and former Biglaw litigator. As a high-achieving lawyer for 16 years, she made mistakes in how she approached billing her time which resulted in unintended and unsatisfactory outcomes. When she pursued her life coaching certification in 2021, she started understanding the real reasons behind her unhelpful billing practices and retrained herself to bill more consistently and contemporaneously. Now as a billing coach, Molly helps attorneys go from stressfully struggling with their billing (and hating the process) to finally solving all of their unhelpful billing habits. Through her proven models and strategies, her clients effortlessly keep track of their hours and earn more money while reducing stress and anxiety. WHAT'S COVERED IN THIS EPISODE ABOUT HOW TO STOP LOSING BILLABLE TIME! It's the end of the month, and you haven't billed your time. You can't remember which case or client you worked on and for how long, and you are feeling all kinds of anxious and perhaps even working overtime to make up for untracked time.  For many lawyers, this isn't a hypothetical scenario, it's a recurring nightmare. The billing struggle is real, but that doesn't mean you're stuck in this cycle forever. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Molly Kremer, a former Biglaw litigator turned life and billing coach, about how to capture and count more of your billable time, so you can increase your earnings, reclaim your time, and build confidence in your practice. Molly shares why so many attorneys develop unhelpful billing habits, the most common struggles lawyers face, and how shifting your approach to billing can impact both your productivity and your peace of mind. She also offers practical strategies to help you get off the billing struggle bus for good. 2:18 – What inspired Molly to transition from litigator to billing coach for attorneys 6:24 – The most common billing struggles lawyers face—and why they persist 12:12 – How Molly helps attorneys uncover hidden reasons behind their billing challenges and create lasting change 16:02 – The role of mindset and self-discipline in achieving billing success 22:40 – The long-term benefits Molly has seen in attorneys who have transformed their billing habits 25:32 – A simple but crucial reminder from Molly that every lawyer needs to hear MENTIONED IN A GUIDE TO HIGHER HOURS AND LOWER STRESS Molly Kremer | LinkedIn | Instagram | Facebook Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Priyanka Timblo is a partner at Holwell Shuster & Goldberg, a New York-based litigation boutique. Her practice focuses on trials and high-stakes commercial litigation and arbitration, primarily antitrust and breach of contract. She represents several large companies in antitrust trials and arbitration, such as the payment card network Visa and the video game developer and digital distributor company Valve. As a first-generation lawyer, Priyanka spent much of her childhood growing up in Goa, India. She also spent part of her childhood in Canada and has won numerous accolades for her work, including Bloomberg Law's 40 Under 40 list and Benchmark Litigation's Future Star Recognition. WHAT'S COVERED IN THIS EPISODE ABOUT THE EVOLUTION OF A TOP-TIER TRIAL LAWYER Women have made great strides in the legal profession, but few are found in high-stakes trial practice. Priyanka Timblo is often the only female trial lawyer in the courtroom for her cases — and almost always the only lawyer of color. In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Priyanka Timblo, partner at Holwell Shuster & Goldberg, about her journey from outsider to partner in a prestigious law firm. Priyanka shares how opportunity and preparation have shaped her career, the critical role of teamwork in trial law, and the challenges and impact of being a woman and person of color in the courtroom. 2:08 – How Priyanka's unique background and upbringing influenced her career 7:06 – What attracted Priyanka to trial law and how she knew it was her calling 10:14 – How Priyanka created opportunities for herself and got her big break at Holwell Shuster & Goldberg 13:35 – A crucial skill for trial lawyers that sets them apart from others 15:44 – The value of teamwork in trial law and why it feels like preparing for battle 19:20 – Developing leadership skills to guide trial teams effectively 23:10 – Navigating the challenges of being a trial lawyer as a woman and person of color 26:17 – The importance of external visibility for lawyers beyond the courtroom 28:44 – Why part of a trial lawyer's job is to put everyone at ease in the courtroom and appear confident MENTIONED IN THE EVOLUTION OF A TOP-TIER TRIAL LAWYER Holwell Shuster & Goldberg LLP | Priyanka Timblo Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Amanda Sexton is the founder and CEO of FocusWorks Marketing. Her agency uses the power of digital marketing to grow law firms through content that converts. For 15 years, she has shaped brand development, created award-winning content, and helped service providers like law firms create successful marketing campaigns. Amanda is also president of New Jersey Legal Industry Providers and a director at large for the Legal Marketing Association's northeast regional board. In addition, she speaks frequently for industry conferences such as the ABA TechShow and the Legal Marketing Association's National Conference. WHAT'S COVERED IN THIS EPISODE ABOUT CREATING CONTENT THAT CONVERTS Like any business, law firms have unique marketing needs. Yet, law degrees rarely come with a focus on marketing education. Combine this with the fast-changing nature of digital marketing and the countless investment options available, and it's easy to see why many legal professionals feel overwhelmed. The result? Noise. In an industry where the focus is often squarely on serving clients, it's challenging for lawyers and legal organizations to cut through the clutter and craft content that resonates with the clients they want to serve. In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Amanda Sexton, founder of FocusWorks Marketing, about how lawyers and their firms can overcome the overwhelm and develop content that attracts ideal clients. Amanda shares insights on what to consider before making marketing decisions, key metrics to track success, strategies for creating content that converts, and much more. 2:36 – The meaning behind Amanda's tagline “Content that converts,” its relevance for law firms, and why digital marketing can feel overwhelming for lawyers 6:32 – The array of marketing expertise available and how to navigate it 8:55 – Essential considerations for deciding where to allocate your firm's marketing resources 11:03 – Establishing a marketing budget, critical numbers to monitor, and ongoing challenges in marketing 15:07 – Effective content strategies for law firms and a major missed opportunity many firms overlook 18:10 – Discovering what sets your firm apart and leveraging LinkedIn effectively 21:45 – Identifying what prospective clients need to hear to take the next step 25:07 – How law firms can support their marketing teams to achieve broader organizational goals 31:04 – Metrics to regularly review for evaluating marketing effectiveness 35:08 – Examples of evaluating and adjusting marketing strategies based on results 36:40 – A simple but impactful idea that could improve your marketing outcomes by up to 60% 38:23 – Amanda's fundamental advice for creating content that converts: balancing professionalism with authenticity MENTIONED IN CREATING CONTENT THAT CONVERTS FocusWorks Marketing | LinkedIn | Instagram | Facebook Legal Marketing Association | Northeast Region Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.https://thelawyersedge.com/podcast/amanda-sexton-content-that-convertshttps://thelawyersedge.com/podcast/amanda-sexton-content-that-converts

Hieu Williams is a partner with Hirschfeld Kraemer, an employment law boutique she also helps manage in San Francisco. She regularly defends employers against claims of discrimination, harassment, wrongful termination, retaliation, breach of contract, and wage and hour class action violations. Her employment law experience includes representing organizations, executives, and supervisors from various industries such as healthcare, education, food and beverage, and non-profit organizations. Hieu has successfully represented clients in state and federal court, as well as before numerous agencies such as the Equal Employment Opportunity Commission (EEOC) and the National Labor Relations Board (NLRB). In addition to being an experienced litigator, she provides advice and counseling to her clients, which includes drafting employee handbooks, policies and developing best practices, conducting harassment and management training sessions, and performing workplace investigations. WHAT'S COVERED IN THIS EPISODE ABOUT THE POWER OF QUESTIONS There's plenty of power in questioning—both yourself and others. Often, creating a successful path means piecing it together yourself, as many first-generation Americans like Hieu Williams know all too well. It all begins with the courage to ask. In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Hieu Williams, partner at Hirschfeld Kraemer, to discuss her remarkable journey from junior lawyer to partner, leader, and rainmaker. Hieu reflects on how her experience as a first-generation American has shaped her career, the transformative role of mentors and sponsors, her impactful participation in the Ignite Women's Business Development Accelerator, and how asking the right questions has propelled her growth. 2:10 – Hieu's background, its influence on her decisions, and why she chose employment law over other careers 6:40 – What drives Hieu to manage Hirschfeld Kraemer's San Francisco office while juggling other responsibilities 11:08 – How sponsors and mentors have been pivotal in Hieu's development as a lawyer and leader 13:41 – Why Hieu joined the Ignite Women's Business Development Accelerator and how it shaped her perspective 18:41 – How the program has transformed Hieu's approach to her career and leadership 23:24 – The value of asking questions throughout Hieu's journey and how her approach has evolved over time MENTIONED IN ACCELERATE YOUR CAREER GROWTH WITH THE POWER OF QUESTIONS Hirschfeld Kraemer Hieu Williams on LinkedIn Employment Law Alliance Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge

Many lawyers dismiss conferences as a drain on time and money. And frankly, they're right—unless you know how to make the most of them. With the right approach, conferences can transform from missed opportunities into a cornerstone of your business development strategy. In this episode of The Lawyer's Edge podcast, Elise Holtzman shares actionable insights on how to unlock the full potential of industry conferences. She provides a clear, step-by-step roadmap for maximizing every phase of the event, ensuring your efforts yield measurable results. Discover how to turn conference attendance into a powerful tool for rainmaking and client attraction. WHAT'S COVERED IN THIS EPISODE ABOUT GETTING THE MOST ROI FROM CONFERENCES 2:29 - Two primary reasons why conferences are worth attending from a business development perspective 5:46 - Some of the potential downsides to attending industry conferences and why it's worth looking at this issue 7:53 - Intentional questions to ask yourself before going to your next conference so you can wring every bit of value possible out of attending 13:32 - How to create a timeline and take action before the conference (and how most approach this incorrectly) 18:28 - The importance of setting aside time to recharge (especially if you're an introvert) 20:38 - Timeline creation and actions to consider taking during your next conference (including how to exit uncomfortable conversations gracefully) 23:03 - How to handle the aftermath of a conference and why people lose a tremendous amount of opportunity at this stage 26:14 - A consideration once you determine a conference is a good fit for you and a brief word about raising your profile at conferences MENTIONED IN HOW TO GET THE MOST ROI FROM YOUR NEXT CONFERENCE 3 Essential Pillars of Business Development For Lawyers Managing Partner Forum John Remsen | Essential Characteristics of Effective Law Firm Leaders Legal Marketing Association Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.  

Ben Chiriboga left the law firm lawyer track at the young age of 30, choosing instead to set out on a journey to find his unique place in law. Eventually, he found it in legal tech, which led him to become a legal tech executive with Nexl. Nexl is a legal tech company that helps law firms grow by uniting marketers, business development, and lawyers all on one platform. As its Chief Growth Officer, Ben helps the company grow and creates content about the changing nature of legal culture through his This Legal Life Newsletter. WHAT'S COVERED IN THIS EPISODE ABOUT THE EVOLUTION OF LEGAL TECHNOLOGY Legal careers are shaped by a variety of factors: cultural influences, strategic timing, personal ambition, and the ability to recognize and seize emerging opportunities. These same elements can also lead to unexpected yet rewarding paths. In this episode of The Lawyer's Edge podcast, host Elise Holtzman interviews Ben Chiriboga, Chief Growth Officer at Nexl, who transitioned from a traditional legal career to a leadership role in the cutting-edge world of legal technology. Ben shares the key influences that guided his journey, the significance of embracing technological evolution within the legal profession, and how next-generation tools like Nexl are transforming law firms by fostering collaboration and firm-wide growth. 2:12 - Ben's legal journey and what he originally thought he'd do with a law degree 5:34 - The watershed moment that led to Ben's big decision to move away from the law firm environment 9:09 - How Ben sees himself as similar to or different from most lawyers in thinking and perspective 12:34 - Ben's start in legal tech and how that led to where he is now 16:36 - Why Nexl represents the new evolutionary wave of legal technology 22:02 - The challenge that Nexl solves for people and benefits from the solutions it provides 27:45: - What might happen to law firms who wait to adopt or evolve their legal tech 32:02 - An obvious but important thing to remember about technology and innovation, change, and evolution in the legal industry MENTIONED IN HOW THE EVOLUTION OF TECHNOLOGY IS CHANGING LEGAL Nexl Ben Chiriboga on LinkedIn | Ben Chiriboga on Linktr.ee Access This Legal Life Newsletter Legal Marketing Association Conference Heidi K. Gardner's books on Smart Collaboration Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Lucille Karp is a partner at McElroy, Deutsch, Mulvaney & Carpenter, a New Jersey-based firm with 140 practicing lawyers across 13 offices in nine states. She serves as the firm's General Counsel, co-chair of the transactional group, and co-chair of the hiring committee. Lucy earned her undergraduate degree from Rutgers University's College of Engineering and her JD from Widener University School of Law. Her legal practice focuses on commercial real estate transactions, including office, industrial, and retail leasing, as well as acquisitions, dispositions, and real estate financings. Her corporate experience spans M&A, financings, and general corporate counseling. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM GENERAL COUNSEL The role of law firm General Counsel requires a careful balance of legal expertise, risk management, and leadership. Gaining insight from someone with real-world experience can provide valuable perspective on navigating and succeeding in this unique position. In this episode of The Lawyer's Edge podcast, host Elise Holtzman talks with Lucille Karp, Partner and General Counsel at McElroy, Deutsch, Mulvaney & Carpenter. Lucy shares her journey to becoming General Counsel, the key skills that help her effectively manage risk, and how she balances her responsibilities. She also offers practical advice for lawyers interested in pursuing a similar path, emphasizing the importance of sound decision-making and leadership in law firm management. 2:04 – Lucy shares how she became General Counsel in 2018 and how she would define the responsibilities of her role. 7:43 – Key areas that General Counsels need to fully understand to be effective in their position. 10:15 – How Lucy balances the demands of her various roles within and outside the firm. 13:14 – The potential risks law firms face with AI, and how managing partners or committees can collaborate more effectively with General Counsel. 16:30 – Lucy's approach to navigating difficult conversations and maintaining strong relationships as General Counsel. 19:00 – The essential skills and traits for private practice lawyers aiming to step into the role of General Counsel. 25:37 – Where General Counsels can find educational resources and support. 28:59 – Lucy's straightforward yet crucial advice for lawyers on managing risk effectively. MENTIONED IN RISK, BALANCE, AND LEADERSHIP: INSIGHTS FROM A LAW FIRM GENERAL COUNSEL McElroy, Deutsch, Mulvaney & Carpenter, LLP Lucille Karp on Linked New Jersey State Bar Association Legal Management Resources Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Joshua Wurtzel is a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, a Manhattan boutique law firm that represents businesses, non-profits, and individuals in complex and corporate matters. He has successfully represented public and private companies and prominent individuals in both federal and state court. With his focus on aggressive litigation and his ability to develop creative and novel solutions to complex disputes, he brings a unique, out-of-the-box perspective to his clients' most pressing legal needs. Before joining Schlam Stone & Dolan, Josh was an associate at Weil, Gotshal & Manges LLP in its Securities Litigation and Corporate Governance group. He also previously worked as an intern for the Honorable Kiyo A. Matsumoto of the Eastern District of New York. He's a regular contributor to several legal publications (such as the New York Law Journal) and lectures on cutting-edge legal issues in the commercial real estate sector. WHAT'S COVERED IN THIS EPISODE ABOUT HOW TO GET STARTED AS A RAINMAKER - AND SUCCEED! Bringing new clients into a law firm not only drives a law firm's growth, but can also provide you with greater professional autonomy and an increased ability to call the shots in your own career. Despite the clear benefits to becoming a consistent business developer, many lawyers don't pursue business development success or struggle to achieve it. In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Joshua Wurtzel, a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, to discuss his experience with building a book of business. Josh shares the challenges he faced on his journey to becoming a rainmaker and explains how networking and coaching have been instrumental in refining his approach to business development, team-building, and client relationships. 2:50 - Why Josh decided to start building his book of business and the early challenges and successes he encountered 6:22 - The impact of developing his book of business on Josh's approach to client relationships 9:18 - How Josh landed his first clients and honed his networking skills 11:42 - The importance of building trust over time and different strategies for developing lasting relationships 15:22 - The business development challenges that Josh continues to focus on overcoming 18:23 - How Josh has adapted his business development strategies over time and why he prioritizes business development 25:02 - How Josh maintains the momentum of his business development efforts when immediate results don't materialize 28:07 - The importance of building a team to support business development and manage client relationships 33:59 - Advice for associates, counsel, and junior partners looking to start building their own book of business and advance in their careers 38:29 - The role of self-confidence and belief in your success as a lawyer and aspiring rainmaker MENTIONED IN HOW TO GET STARTED AS A RAINMAKER - AND SUCCEED! Schlam Stone & Dolan LLP | Joshua's Profile Joshua Wurtzel on LinkedIn Joshua Wurtzel on Instagram Business Networking International (BNI) USA 500 Clubs Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Terri Adler is a visionary leader and creative attorney who focuses on the commercial real estate industry. As the Managing Partner of Adler & Stachenfeld, a boutique real estate law firm in New York City with nearly 50 attorneys, Terri has guided the firm's growth to become one of the city's leading real estate law practices. With a wealth of experience in national and international real estate, Terri specializes in complex joint ventures and corporate real estate transactions. She is a passionate advocate for gender inclusion and mentoring women in the legal profession, helping them define and achieve their own versions of success. Terri was recently named one of Crain's New York Business Notable Women in Law for 2023, honoring her distinguished career and dedication to civic and philanthropic causes. WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING A THRIVING BOUTIQUE LAW FIRM In an increasingly competitive legal landscape, maintaining a successful law practice requires adaptability, a strong culture, and a relentless work ethic. With law firm mergers and closures becoming more frequent, the ability to evolve is more crucial than ever to long-term success. In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Terri Adler about her career journey, from bucking her family's expectations for her future to founding one of New York's top boutique firms. Terri shares insights on building a resilient firm culture, promoting diversity, and leading a successful real estate practice in a rapidly changing industry. She also addresses the challenges of leadership succession and talent retention in today's legal market. 2:14 - Terri's background and career journey, from Utah to New York 7:21 - Why Terri chose real estate law and one persistent challenge in the industry 11:11 - How Terri's leadership style and reputation help her close deals quickly 16:20 - The importance of strong culture and clear values in law firms 21:33 - Leadership succession and talent development challenges in the legal profession 27:39 - Terri's thoughts on shifts in the legal industry and the impact on lawyers seeking new opportunities 30:58 - How values and purpose drive the survival of smaller law firms 35:15 - One essential lesson Terri learned as an ambitious, driven lawyer that you need to hear MENTIONED IN HOW TO BUILD A THRIVING BOUTIQUE IN A BIGLAW WORLD Adler & Stachenfeld Terri Adler on LinkedIn Michael Brody-Waite Get Connected with The Coaching Team at hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE… Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.  Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Business development can often feel daunting. Even lawyers who recognize its importance frequently grapple with where to begin and how to execute effectively. Without a well-defined strategy, it's easy to become overwhelmed, discouraged, and ultimately disengage from the process. In this episode of The Lawyer's Edge podcast, Elise Holtzman breaks down the process with her 3 Pillars of Business Development—a proven, straightforward framework that gives attorneys the clarity, tools, and focus necessary to build a thriving book of business. By applying these pillars, you'll be able to channel your time and energy into high-impact activities, making business development less intimidating and far more rewarding. Tune in to discover how you can make BD a manageable and achievable part of your practice—and start seeing the results you've been aiming for. This is an episode you won't want to miss! WHAT'S COVERED IN THIS EPISODE ABOUT BUSINESS DEVELOPMENT FOR LAWYERS 1:48 - Four reasons why I developed the three pillars of business development success and a quick rundown of what they are 10:30 - How to actively nurture and grow relationships with clients and prospects 13:12 - How to establish credibility and position yourself as an authority in your field 16:58 - The three Ts of leadership advancement and how they contribute to effective business development in legal 23:29 - How to use the pillars to grow and advance into a consistent business developer or rainmaker for your law firm 28:30 - The curse of knowledge about business development I have that I want to share with you MENTIONED IN 3 ESSENTIAL PILLARS OF BUSINESS DEVELOPMENT FOR LAWYERS Myers-Brigg | TypeCoach Verifier “How to Cultivate a Business Development Mindset” Get Connected with The Coaching Team at hello@thelawyersedge.com 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 hello@thelawyersedge.com.

Morris Tabush is a community activist, tech hobbyist, and serial entrepreneur. Growing up passionate about technology and helping others, he turned that passion into a business in 2000 by founding the Tabush Group with a mission to simplify IT for businesses. He oversees all aspects of the firm's business and focuses on delivering outstanding service to clients. Darragh Fitzpatrick was born in Limerick, Ireland. As a teenager, he aspired to help business owners solve their issues more efficiently. He earned his BSC in computer science, worked in IT for over 20 years, and focused on understanding the business value of technology, particularly for small businesses. A chance meeting with Morris led to their partnership at Tabush Group, where Darragh serves as its executive vice president. Together, they built the company on the principle of providing IT solutions that align with clients' values and business needs. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM TECHNOLOGY OVERLOAD In today's rapidly evolving legal landscape, the adoption of technology is no longer a choice, but a necessity for law firms striving to stay competitive. However, the abundance of available tools can make it difficult to choose the right technology without compromising your firm's culture or client relationships. Navigating this complex landscape requires a thoughtful approach that balances innovation with the core values of your practice. In this episode of The Lawyer's Edge podcast, Elise Holtzman hosts Morris Tabush, Founder of the Tabush Group, and Darragh Fitzpatrick, Executive Vice President, to discuss the critical technological issues legal organizations face. Together, they explore the foundational technologies that every firm should implement, analyze the trends that are reshaping the industry, and consider the impact of AI on the future of legal practice. 2:11 - How Tabush Group provides IT solutions for businesses and the technology trends they see in the legal industry right now 7:50 - The appetite in the legal community for implementing what's technologically available for better decision-making purposes 11:32 - Essential systems law firms need in order to have a solid technological foundation and cybersecurity considerations for your organization 16:40 - What the next level looks like for a law firm leader who has all the foundational tools in place 23:13 - Why you shouldn't be worried about the cloud and the AI bubble we're living in right now 27:56 - What firms are currently using AI for and the next step to using AI in legal organizations 32:03 - Upcoming technology that's going to help law firms do more with less 37:32 - Final pieces of advice from Darragh and Morris that people in law firms need to hear MENTIONED IN FINDING CLARITY AMIDST LAW FIRM TECHNOLOGY OVERLOAD Tabush Group Morris Tabush on LinkedIn Darragh Fitzpatrick on LinkedIn Get Connected with The Coaching Team at hello@thelawyersedge.com 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 hello@thelawyersedge.com.  

Amanda Koplos is the Chief Operating Officer (COO) of the Central Florida-based law firm Shuffield, Lowman & Wilson. She has 20 years of experience in various law firm leadership positions and currently serves as the president of the Association of Legal Administrators (ALA). ALA is a premier professional association with 9,500 members that exists to connect, educate, and empower leaders and managers within the legal industry. In her spare time, Amanda is also the co-host of The Mostly Legal Podcast. The show is dedicated to bringing awareness to the legal management profession through chats with the heroes of high-performing law firms. WHAT'S COVERED IN THIS EPISODE ABOUT LEGAL ADMINISTRATORS UNLOCKING YOUR LAW FIRM'S POTENTIAL Today's law firm leaders know that running a law firm requires more than simply hiring skilled attorneys and doing superior legal work. The challenge is that most lawyers weren't taught the skills necessary to run a modern law firm, particularly in a highly competitive marketplace. Enter professional legal administrators… In this episode of The Lawyer's Edge podcast, Elise Holtzman and her guest Amanda Koplos, President of the Association of Legal Administrators (ALA) and COO of Shuffield, Lowman & Wilson, explore the many positive impacts made by legal administrative professionals, from economics to culture. Amanda shares best practices in running a law firm and details actionable advice for law firm leaders who are truly ready to run a law firm like a business. 1:22 - What the legal management profession is all about and how Amanda's role has changed 7:10 - Shifts on the horizon and why technology is no longer a mere tool but a crucial component of law firm operations 14:36 - Advice for anyone wanting to enter legal management or wanting to hire a legal manager 20:21 - Who typically joins the Association of Legal Administrators and reasons to become a member 23:45 - Essential skills and attributes to look for in legal managers you want to hire (particularly in small to mid-sized firms) 27:45 - How lawyers can make a legal manager's job easier and the benefit for smaller firms in hiring fractional COOs or consultants 32:42 - The curse of looking at your law firm as a business MENTIONED IN HOW LEGAL ADMINISTRATORS HELP UNLOCK YOUR LAW FIRM'S POTENTIAL Association of Legal Administrators (ALA) | Legal Management Magazine | Become a Certified Legal Manager (CLM) Shuffield, Lowman & Wilson Amanda Koplos on LinkedIn The Mostly Legal Podcast Bowman and Brooke LLP Ditch the Billable Hour! Implementing Value-Based Pricing in a Law Firm by Shaun Jardine “Shaun Jardine | Stop Billing Hours! Why and How to Embrace Value Pricing” Legal Marketing Association (LMA) | International Legal Technology Association (ILTA) NYC Coc Steering Committee Get Connected with The Coaching Team at hello@thelawyersedge.com 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 hello@thelawyersedge.com.