The Partner Paradox - by Wendy L Bernero (Paperback)

About the Book

A fast-moving parable on what it really takes for technical experts to become trusted, client-valued partners.

Book Synopsis

The Partner Paradox: From Brilliant Technician to Strategic Client Partner

Promotion to partner changes the rules. The work that earned the title is still valuable, but it is no longer the whole job. Technical mastery becomes table stakes. What clients value most is harder to learn on the fly: partners who understand their business, help them see around corners, and make every interaction a good use of their time.

Wendy L. Bernero spent more than thirty years at the highest levels of legal marketing and strategy, including as Chief Marketing Officer at Baker McKenzie, Paul Weiss, and Fried Frank. In The Partner Paradox, she distills that experience into a fast-moving parable about a newly promoted litigation partner with seven business days to figure out what "value" really means to a major client's CEO and general counsel.

Readers will discover:

• Why technical excellence is the price of admission, not the whole job
• How the Diagnose-Deploy-Design method turns client understanding into measurable business value
• How to lead high-stakes value conversations with CEOs and general counsel
• Why your marketing and business development colleagues are growth partners, not order-takers

Written for emerging partners, practice leaders, and the marketing and business development professionals who support them, The Partner Paradox shows lawyers how to shift from selling technical skills to solving business problems.

About the Author

WENDY L. BERNERO helps law firms and professional services organizations deliver greater client value, generate profitable revenue, and develop their next generation of leaders. Over a career spanning more than three decades, she has served as Chief Marketing Officer at Baker McKenzie, Paul Weiss, and Fried Frank; Chief Strategy Officer at Proskauer Rose; and Director and Senior Consultant at Hildebrandt International. She is co-author of Driving Profitability and Market Position, a frequent conference speaker, a Fellow of the College of Law Practice Management, and a member of Chief, the private network for senior women executives. She lives in the New York City area.