LawVision INSIGHTS Blog

Author Archive : Jim Cranston

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

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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

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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

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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

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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

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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:

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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

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Posted In: Business Development, Legal Sales

Five reasons why a Sales professional at your law firm can work

The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had

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Posted In: Business Development, Legal Sales

Five Reasons Why Hiring a Sales Professional Will Benefit Your Firm

The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called

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Posted In: Business Development

Topics For Your Next Business Development Lunch

A client recently asked me for guidance on an upcoming business development lunch that was obviously important to her.  Her former colleague had

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