The Lawyer's Edge

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.

Tina Solis is a partner at Nixon Peabody. She has built a national practice advising lawyers and law firms on high-stakes professional and business transitions. She's particularly known for representing individual attorneys and groups making lateral moves, helping them navigate complex partnership agreements, fiduciary obligations, and departure issues to protect their interests and minimize risk. In addition to her lateral move work, Tina counsels firms on partnership disputes, mergers, succession planning, and dissolutions, drawing on her deep experience to guide clients through sensitive and often high-pressure situations. She also leads the firm’s Financial Institutions & Banking Disputes team, which represents institutions and individuals in a full range of civil litigation, enforcement matters, Financial Industry Regulatory Authority (FINRA) arbitrations, and compliance investigations on issues such as consumer protection, fair lending, anti-money laundering, and violations of fiduciary duties. WHAT’S COVERED IN THIS EPISODE ABOUT SUCCESSFUL LATERAL MOVES Making a lateral move can be one of the most exciting—and stressful—decisions in a lawyer’s career. Yet many attorneys focus on the end result, like a new role or better opportunities, without carefully mapping out the steps to get there. Missteps happen more often than you'd think, and the consequences can be severe, from forfeiting significant compensation to facing contempt charges. From understanding partnership agreements to timing the transition, there are key considerations that can make the difference between a smooth move and a difficult one. In this episode of The Lawyer's Edge podcast, Elise speaks with Tina Solis about why it’s essential to approach a lateral move with the same care and planning you’d devote to a major client matter. Tina shares practical advice on how to prepare, avoid common missteps, and make informed decisions that protect your reputation, relationships, and future success. 1:51 - Current market overview for lateral moves post-COVID 5:41 - Timing and financial considerations before changing firms 10:18 - Four common reasons for transitioning to another firm 15:34 - How to prepare and do your due diligence before moving 19:24 - Professionalism and preserving your reputation when leaving 22:26 - What to consider with your new firm 23:59 - Common mistakes lawyers make during transitions 32:35 - Frequency and nature of lateral moves today 36:24 - Key advice for successfully making a lateral move MENTIONED IN THE LATERAL PLAYBOOK: WHAT LAWYERS NEED TO KNOW BEFORE CHANGING FIRMS Nixon Peabody LLP | LinkedIn | Instagram | Twitter/X Connect with Tina 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.

John R. Kormanik, Esq., is on a mission to help attorneys reclaim their purpose, energy, and impact. As a Certified Professional Coach, former trial lawyer, and author of Break the Law: A Story of a Reimagined Career and a Reclaimed Life, John brings decades of experience from the courtroom to the coaching space. Today, he guides attorneys to say “no” to burnout and “yes” to building sustainable careers by rethinking how they approach time, energy, and leadership. With more than 20 years of experience as a practicing attorney—including roles as Deputy Attorney General, law firm partner, and firm owner—John understands the unique pressures lawyers face. Now, through his coaching practice, he helps attorneys reengineer their mindset, optimize systems, and rediscover the joy in their work and life. WHAT’S COVERED IN THIS EPISODE ABOUT RETHINKING PRODUCTIVITY When it comes to productivity, most lawyers focus on managing time. John Kormanik says that’s the wrong place to start. Time isn’t the problem. The real question is how you choose to use it and where you direct your energy. John argues that what really holds lawyers back are the stories the profession tells itself. Beliefs like “time management is the answer,” “work-life balance is possible,” or “grinding nonstop is the only path to success” become badges of honor that actually fuel burnout. He explains why challenging these myths is essential if you want to practice law in a way that lasts. In this episode of The Lawyer’s Edge podcast, John shares a different approach. He talks about building routines you’ll actually keep, making better decisions with your 168 hours, and learning to delegate without guilt. He also explains why keeping promises to yourself and rejecting the arrival fallacy are key steps toward a practice—and a life—that feels both productive and sustainable. 2:24 – Why John says time management is a myth 4:50 – Seeing your time as worth $400,000 a minute 7:18 – Work-life balance and why it doesn’t work in practice 12:22 – The five lies lawyers often believe about work and success 18:27 – How law school and firm culture set these patterns 22:41 – What John means by “energy management” 27:37 – Why small routines create real ownership 31:47 – Moving from “I have to do it myself” to real delegation 36:40 – The question John asks before saying yes to anything 41:15 – Why asking for help shows strength, not weakness MENTIONED IN TIME ISN’T THE PROBLEM: HOW LAWYERS CAN RETHINK PRODUCTIVITY John Kormanik Coaching | LinkedIn Break the Law: A Story of a Reimagined Career and a Reclaimed Life by John Kormanik 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.

Charlie Jimerson is the founder and CEO of Jimerson Birr, a Florida-based business law firm with a national reputation for litigation, regulatory, and transactional work. He's also a U.S. Air Force veteran, a board-certified construction law attorney, and a widely recognized leader in the legal and business communities. Under his leadership, the firm has been repeatedly honored for its workplace culture, growth, and client service while representing various businesses of all sizes and scales as their go-to counsel for legal matters and comprehensive legal expertise, both inside and outside the courtroom. From drafting and enforcing contracts, providing grounded executive-level advice, and collecting money owed, Charlie’s extensive experience spans all phases of litigation, including alternative dispute resolution, settlement negotiations, and complex commercial cases. His career is distinguished by a rich tapestry of accomplishments that mirror his unwavering commitment to securing favorable outcomes for his clients and reflect a focus on service, quality, and results. Prior to founding Jimerson Birr, Charlie honed his skills and expertise at prominent Jacksonville-based commercial litigation and construction law boutique law firms. He currently resides in Ortega with his wife, Ashley, their two children, and their Italian Greyhound dog, Olive. WHAT'S COVERED IN THIS EPISODE ABOUT LAW FIRM GROWTH As a young lawyer, Charlie Jimerson had his pick of opportunities and began his career at a traditional Biglaw firm. But it didn’t take long for him to feel disenchanted with what he saw—an industry clinging to outdated models that didn’t truly serve clients. Not even four years into practice, Charlie founded Jimerson Birr as a values-driven law firm committed to doing things differently. He believed law firms could grow by focusing on service, quality, and results instead of billable hours and burnout. That conviction shaped his approach to building a practice centered on client needs, predictable pricing, and strong culture. By replacing outdated habits with clear processes and accountability, Charlie set out to prove that sustainable growth is possible without sacrificing relationships or outcomes. In this episode of The Lawyer’s Edge podcast, Elise talks with Charlie about how rethinking the billable hour can fuel law firm growth. He shares how subscription pricing and disciplined processes create more value for clients, how AI can enhance efficiency without replacing human judgment, and why culture and leadership are essential to long-term success. Charlie also explains why he sees pressure as a privilege and why “the way it’s always been done” is the most dangerous mindset holding firms back. 2:06 - The inspiration for Jimerson Birr’s founding and identity 5:21 - Problems with the billable hours model of many legal organizations 9:12 - What’s necessary for the legal industry to start retreating from the billable hour crutch 14:37 – Value-based and subscription pricing around four core areas and three package tiers 21:15 – Why there should still be room made for the billable hour when necessary 24:56 - Three biggest things learned from client surveys that impacted changes within the firm 27:43 - How Charlie uses AI to enhance his organization’s practice 32:20 - Hiring principles and cultural philosophy of Jimerson Birr 34:45 – Why Charlie views pressure as a privilege and its impact on his choices 37:28 - Essentials to focus on and the mentality law firm leaders need to reject so the industry can evolve MENTIONED IN RETHINKING THE BILLABLE HOUR FOR SUSTAINABLE LAW FIRM GROWTH Jimerson Birr | LinkedIn | Facebook | Instagram | Youtube Follow Charlie B. Jimerson on LinkedIn Process! How Discipline and Consistency Will Set You and Your Business Free by Mike Paton and Lisa González Books by Gino Wickman Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS...

Aaron Y. Strauss is one of the leading legal advisors in the commercial real estate industry, providing insight and guidance on billions of dollars' worth of transactions during his career. As founder and managing partner of A.Y. Strauss, he has positioned the firm as one of the region’s most respected legal organizations for commercial real estate owners, lenders, and sponsors, serving the needs of its clients with utmost care, integrity, and transparency. Aaron is responsible for establishing the firm’s long-term strategy and vision, overseeing a culture of excellence and respect that recruits, retains, and supports a nationally-recognized team of attorneys and business professionals. A dedicated dealmaker and connector, he strives to identify and facilitate commercial real estate and other opportunities for clients and valued contacts. In 2021, he launched The Dealmakers’ Edge with A.Y. Strauss podcast, highlighting the stories, successes, and struggles behind major commercial real estate investors. Prior to founding A.Y. Strauss, Aaron practiced for several years at an international law firm in New York and a prominent New Jersey-based law firm. WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING AN ENTREPRENEURIAL LAW FIRM What happens when you get off the beaten path to build something new? It takes an ambitious mind to forego the traditional path of building a legal practice to build a business platform with national reach. Aaron Strauss left Biglaw to found and manage A.Y. Strauss, LLC, a rapidly growing entrepreneurial law firm that represents clients in multiple practice areas. Under his leadership, the organization has earned a reputation for delivering thoughtful, strategic counsel with the responsiveness and care of a boutique practice. He’s also developed a well-earned reputation for his devotion to connecting and creating growth opportunities for others. In this episode of The Lawyer's Edge podcast, Elise speaks with Aaron about leading a law firm by prioritizing hiring the right people, fostering a strong culture, expanding practice areas based on client needs, and engaging in practices to manage the stresses and complexities of leadership. 2:15 - The driver behind more than 40% growth in Aaron’s firm over the past year 4:58 - The major challenge of recruiting and retaining legal talent 8:49 - Natural rainmakers and relationship nurturers as both being critical to a firm’s success 11:29 - Addition of immigration, cannabis, and family law as new practice areas 15:30 - How Aaron balances his different roles and the most rewarding aspects of the job 20:38 - The challenges of leadership in relationship management and decision-making 26:27 - How mental resilience helps Aaron manage the stresses of his job 29:03 - Self-practices that Aaron uses to stay grounded and effective as a leader 33:14 - The value of shifting focus from “I” to “We” and pausing to acknowledge accomplishments 35:36 - Insights and influences from guests on Aaron’s podcast, The Dealmakers’ Edge MENTIONED IN The Entrepreneurial Law Firm: Building a Platform, Not Just a Practice A.Y. Strauss, LLC | LinkedIn The Dealmakers’ Edge Podcast | “Leadership Lessons for Dealmakers with Elise Holtzman” 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.

Jeffrey Bast is a nationally respected attorney with over 30 years of experience in insolvency and commercial litigation. He represents debtors, creditors, trustees, and business stakeholders in workouts, reorganizations, and bankruptcy-related litigation, with a strong focus on avoiding bankruptcy when possible and guiding clients through complex financial transactions and restructuring. Jeff completed two federal bankruptcy clerkships and rose to the level of equity partner at two international law firms. He brings both legal and business acumen to each matter, with deep experience in bankruptcy sales, acquisitions, and financing. Jeff is frequently invited to speak and has been consistently recognized by Chambers USA, Best Lawyers in America, Florida Super Lawyers, Martindale-Hubbell, and the South Florida Legal Guide. Brett Amron is a nationally recognized litigator with over 25 years of experience in complex business and bankruptcy litigation, representing fiduciaries, trustees, creditors, and companies in high-stakes matters. A pioneer in utilizing contingency fee structures in insolvency cases, Brett has secured tens of millions of dollars in recoveries for creditors. He served as a prosecutor and later as a partner in a major bankruptcy litigation group. Brett is consistently recognized by Chambers USA, Best Lawyers in America, Florida Super Lawyers, and the National Law Journal. He also serves on committees for the ABA and Federal Bar Association. Together, Jeff and Brett are the founding partners of Bast Amron LLP, a nationally recognized boutique law firm based in Miami, Florida. The firm focuses on commercial litigation, insolvency, bankruptcy, and related business disputes, representing debtors, creditors, fiduciaries, and trustees in complex matters nationwide. WHAT'S COVERED IN THIS EPISODE ABOUT BUILDING A LAW FIRM PARTNERSHIP THAT LASTS Jeff and Brett didn’t know each other when they each launched solo practices in 2008. By 2009, they had formed a partnership that has now lasted 16 years. What started as two lawyers drinking from a firehose during the financial crisis became something much bigger—a thriving law firm with a national reputation. Along the way, they’ve built a resilient firm culture, navigated economic cycles, and adapted to a shifting legal market. Their approach to law firm leadership, talent retention, and long-term growth shows how intentional communication and shared values can sustain a partnership over decades. In this episode of The Lawyer’s Edge podcast, Elise speaks with Jeff and Brett about the founding decisions that shaped their identity, how they’ve maintained trust and communication for more than 16 years, and what it takes to run a law firm partnership that’s built to last. 3:07 - The founding values that have guided them for 16 years 8:07 - How they built trust when they barely knew each other 14:25 - The weekly communication rituals that keep them aligned 16:20 - Being open to conversations and opportunities for growth 20:00 - Learning to run a business through EO, the Entrepreneurs' Organization 22:49 - Core drivers for evaluating opportunities and staying focused 24:18 - The culture they're passionate about protecting 28:54 - Their "hire slow, fire fast" approach to talent 34:33 - Lessons about staying resilient through changing markets 39:59 - Why they still feel like they're building a startup after 16 years 43:08 - The genesis of their podcast and the Business Advantage Forum 47:53 - Brett's advice on patience and listening 48:34 - Jeff's philosophy on trust as the foundation of leadership MENTIONED IN BUILDING A LAW FIRM PARTNERSHIP THAT LASTS Bast Amron LLP The Practice Podcast Entrepreneurs' Organization (EO) 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 Ignite Women's Business Development Accelerator, a 9-month...

Lexlee Overton is a former trial lawyer who spent more than 30 years in the courtroom before choosing a different path. After experiencing firsthand how the legal profession can wear lawyers down, she founded Mind Over Law to help lawyers move beyond burnout and lead with greater clarity, resilience, and purpose. Today, she works with both individual lawyers and legal teams using a science-based approach that combines mindfulness, emotional intelligence, and practical leadership tools to build healthier law firms with better performance. WHAT'S COVERED IN THIS EPISODE ABOUT LAWYER WELL-BEING AND HIGH-PERFORMING TEAMS The legal profession loves to reward hustle, grind it out, power through, keep your head down and just get the work done. But what if the real power comes from doing things differently? Lexlee Overton spent decades playing by those rules until she realized something had to change. After 30 years in the courtroom, a health crisis at age 30 made her question everything about how lawyers are supposed to work. She founded Mind Over Law because she believes lawyers can be healthier, happier people and still do excellent work. Now she works with individual lawyers and legal teams, teaching them that energy management is way more important than time management. She's discovered that when leaders work on themselves first, they naturally start building better teams. In this episode of The Lawyer's Edge podcast, Elise speaks with Lexlee about why that "badge of honor" mentality around overwork is actually making lawyers less powerful, what happens when teams are chronically depleted, and how law firm leaders can build the kind of culture that actually attracts and keeps good people. 2:32 - Lexlee's personal breaking point and wake-up call 5:22 - The changing attitudes toward mindfulness in law 9:59 - Warning signs lawyers ignore before burnout hits 12:51 - Simple practices for skeptical, hard-driving lawyers 16:06 - The neuroscience of fight-or-flight in legal practice 18:32 - The statistics on lawyer mental health and malpractice 20:36 - Reframing the "lose your edge" mentality 23:15 - Why law firm leaders should care about well-being initiatives 26:41 - Using biofeedback to demonstrate coherency 29:12 - The one leadership habit Lexlee would change overnight 30:58 - Emotional intelligence in high-performing legal teams 37:16 - Getting started with culture change 40:04 - The curse of knowledge insight MENTIONED IN BEYOND BURNOUT: BUILDING HIGH-PERFORMING LEGAL TEAMS THROUGH WELL-BEING Mind Over Law | LinkedIn American Bar Association (ABA) study on lawyer depression and substance abuse 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 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...

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 Productions, 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.

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...

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...