LawVision INSIGHTS Blog

Author Archive : Silvia Coulter

Posted In: Business Development, Legal Sales

Law Firm Sales: Preparing for Client and Prospect Meetings to Win

  Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and

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Posted In: Culture & Diversity

Measure Up for Effective Leadership

We wrote about some of this in a prior year’s newsletter and felt it was worth repeating, particularly in light of the post-COVID

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Posted In: Business Development, Legal Sales

Law Firm Sales: What Else Matters When It Comes to Measuring Strategic Account Success?

Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client

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Posted In: Business Development, Legal Sales

The Realities of Law Firm Sales and Business Development—Case Study #2

Steffan, a second-year equity partner in a global law firm, was working with us to up his business development game. When we began

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Posted In: Business Development, Legal Sales

The Realities of Law Firm Sales and Business Development—Case Study #1

Renita, a non-equity partner in a global firm, was working with us to up her business development game. When we began working with

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Posted In: Business Development, Legal Sales

Sales Professionals Continue to Find New Opportunities in the Legal Industry

A better bet than hiring laterals? Research over the past six years is showing a slow-moving (slower than initially forecasted) upward trend with

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Posted In: Culture & Diversity, Leadership Support & Development

Effective Leadership in 2021 and Beyond

This article was first published June 29, 2021 in PinHawk’s Legal Administrator Daily. There is nothing more rewarding for business leaders than helping

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Posted In: Business Development, Legal Sales

Law Firm Business Development: Top Tips for Client Growth

Retaining and expanding existing clients must be, or remain, an essential strategic imperative for the survival of any firm today. Firms for years

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Posted In: Business Development, Legal Sales

Tips to Launch Your Business Development to the Next Level

This article was first published May 4, 2021 in PinHawk’s Law Firm Marketing Brief. It’s all about the basics.  Here are some reminders

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Posted In: Business Development, Legal Sales

Law Firm Sales: Follow some simple scripts to achieve results

Building business is about building relationships. Every lawyer knows business development is an important part of being a member of the firm. And

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