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
LawVision INSIGHTS Blog
Author Archive : LawVision
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
Posted In: Strategic Planning
The Mid-Sized Firm Conundrum
Many smaller and mid-sized firms are striving to find their place in a rapidly changing marketplace. As the market grows increasingly competitive and
Posted In: Business Development
Law Firm Business Development: Establish Objectives for “Sales Conversations”
For many of you, your business clients have become personal acquaintances or maybe vice versa. In any case, summertime presents a fair amount
Posted In: Strategic Planning
Firing Clients: A Case for Letting Go
In Disney’s aquatic adventure, Finding Nemo, there is a moving scene where Nemo saves the lives of hundreds of fish, including his dad’s
Posted In: Culture & Diversity, Strategic Planning
Are You There Law Firm? It’s Me, Client.
During a recent visit, a new Managing Partner asked me a seemingly simple question: “How has what you hear from clients changed in
Posted In: Business Development
Law Firm Business Development: The Importance of Building Rapport
As we say all the time, “Business Development is Relationship Development.” If this is true (and we believe that it is), those of
Posted In: Business Development
Why Law Firm Capacity Is So Important for Business Development and What to Do About It
Helping lawyers bring in more clients is often an exercise in removing obstacles. Here’s something I hear often: “If I get a new
Posted In: Assessments, Culture & Diversity, Strategic Planning
The Client-Focused Business Model: Myth or Reality
In my last blog post, Why Client Service is Not a One-Size-Fits-All Proposition, I discussed the dramatic shifts in client thinking and how