In this inaugural episode, Greg Lois explores two powerful topics:
- Building authentic community within the insurance defense bar, challenging the scarcity mindset that keeps firms isolated and competitive instead of collaborative.
- Strategic client diversity – how Covid revealed vulnerabilities in client mix, and why no single client or segment should exceed 7% of your referral base.
Key Takeaways:
- Why defense firms struggle to build community.
- Lessons from plaintiff firms about business development focus.
- How to analyze your client mix for risk exposure.
- The importance of market segmentation and government work diversification.
- Action steps to build long-term stability and continuity for your people.
Connect with Greg Lois on LinkedIn for more leadership insights.
What is “Running the Defense”?
“Running the Defense” is a podcast about transitioning from lawyer to business owner where we talk about the fundamentals of running a law firm as a business, leadership and team building, creating a differentiated service in a crowded market, and succession.
Host Greg Lois brings unparalleled subject-matter authority and real-world firm leadership experience. His voice resonates with ambitious insurance defense lawyers and emerging firm leaders—making him the perfect guide for a podcast dedicated to building, scaling, and leading the successful defense firm.
