Bloomberg Law
December 7, 2016, 6:46 PM UTC

New Book: Law Firm Profits Driven by ‘Smart’ Collaboration

Casey Sullivan

Lawyers will make more money if they work together — but only if they do it the right way.

That’s the premise of Heidi Gardner’s forthcoming book, “Smart Collaboration,” which is set to be released Jan. 3.

Gardner, a former McKinsey consultant, has spent more than a year analyzing data from time sheets and personnel records of several law firms to dig into that hypothesis. She came to the conclusion: “Collaboration doesn’t just increase revenues, but profits, too.”

It doesn’t work, though, if done incorrectly, she emphasized. For instance, “collaboration” doesn’t mean “cross selling” services to clients — something she found in interviews ...

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