Posted In: Business Development
Business Development for Lawyers: Giving and Taking
The concept of givers and takers is an interesting one. Just the other day someone who is a taker called to ask me
LawVision INSIGHTS Blog
Archive for August, 2014
Posted In: Business Development
Client Perceptions: The Value of Knowing Non-substantive Needs
In a recent post on how to deal with fee objections, I posited that the key to navigating pricing pushback lies in understanding
Posted In: Strategic Planning
What Are “Best Practices” Right Now?
When discussing significant changes to just about any aspect of their operations with a law firm leadership team, we know that someone will
Posted In: Business Development
Closing Business: First Understand the Four Stages of a Business Relationship
Just knowing people isn’t enough in today’s competitive legal market. I often hear from clients, “she’ll definitely call me if she ever has
Posted In: Strategic Planning
Why So Much Un-Executable Strategy? Part 2…
A few weeks ago we focused on the first reason why so much strategy in the legal world fails at the implementation stage
Posted In: Business Development
Selling value: How to land clients when your set fee seems too high (Why price doesn’t matter)
Lawyers don’t like talking about price. Angst over pushback on fees is common among the lawyers I meet in my training seminars. While
Posted In: Strategic Planning, Talent Strategy
How to Avoid Random Acts of Training in Small & Mid-Size Law Firms: Lessons From Big Law Professional Development
It’s old news: Clients don’t want to pay to train junior associates. With increasing pressure on realization rates and a heightened focus on