Posted In: Business Development
Closing Business: Understanding the Four Stages of a Business Relationship
In today’s competitive legal market, simply knowing people isn’t enough. I often hear from clients, “She’ll definitely call me if she ever has
LawVision INSIGHTS Blog
Author Archive : Jim Cranston
Posted In: Business Development
What to Talk About at Your Next Business Development Lunch
Navigating a business development lunch, especially with a pivotal figure like a new General Counsel (GC), can be a blend of excitement and
Posted In: Business Development, Law Firm Resilience
Unlocking the Key to Successful Business Development
As I sat down to begin the workshop, my client provided me with some insights about their team. I listened attentively as they
Posted In: Business Development, Uncategorized
Optimizing Your Business Development: Choosing Wisely Among Networking Events and Other Activities
I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn
Posted In: Business Development, Culture & Diversity, Law Firm Resilience, Talent Strategy
The Many Paths to Business Development Success
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and
Posted In: Business Development
Selling Legal Services: The Art of Effective Questioning
In the realm of legal services, successful client acquisition isn’t about diving straight into a sales pitch. Picture this: You walk into a
Posted In: Business Development, Client Service, Law Firm Resilience
If you don’t know what CX is . . . you need to read this!
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale
Posted In: Business Development, Legal Sales
Create Value to Develop Business
Think about a time that you’ve reached out to a prospective client and received no response. There are many reasons voicemails and emails
Posted In: Business Development, Strategic Planning, Uncategorized
Preparation for The New Year
I recall an interview with Alabama’s head football coach Nick Saban several years ago. Minutes after winning the national championship game he stated:
Posted In: Law Firm Resilience, Legal Sales, Strategic Planning
Avoiding unnecessary risk to your book of business
Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time