LawVision INSIGHTS Blog

Author Archive : Silvia Coulter

Posted In: Business Development, Client Service, Law Firm Resilience, Talent Strategy

Law Firm Sales: Double Black Diamond Business Development Coaching for Revenue Success

Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’

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Posted In: Business Development, Law Firm Resilience

Old (But New Again) Growth Strategies for Driving Firm Revenue

Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at

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Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning

Building Long-Lasting Client Relationships

Driving client engagement is important. With demand for services remaining almost flat, firms are grabbing share of wallet from one another. Not sure

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Posted In: Business Development, Law Firm Resilience, Uncategorized

Five Tips to Tie Marketing & Business Development Value to Firm Success

“I’ve been a marketing/communications professional for years and – given this economy – I am feeling the need to demonstrate value. Sales professionals

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Posted In: Business Development, Client Service, Law Firm Resilience, Legal Sales, Strategic Planning

Sharpening Your Law Firm’s Industry-Based Sales Strategy

Over the last two decades there has been a proliferation of practice groups at most firms. Some are practice-specific, fewer are industry-focused, and

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Posted In: Business Development, Law Firm Resilience

Business Development Strategy: When Your Client Loves Another Firm Better

Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she

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Posted In: Business Development, Culture & Diversity, Law Firm Resilience, Leadership Support & Development, Talent Strategy, Uncategorized

The Case of the Misunderstood Marketing and Business Development Team

In the complex landscape of modern law firm businesses, certain departments shine brightly while others linger in the shadows of misunderstanding. Among the

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Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning

Creating and Managing a Sales Pipeline Report

Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier

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Posted In: Business Development, Legal Sales

Law Firm Sales: Reach Out With Gratitude

Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client,

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Posted In: Business Development, Law Firm Resilience, Profitability

Law Firm Business Development—Strategic Accounts Will Save Your Firm and Protect Your Revenue Stream

We are seeing demand for legal services remains somewhat flat if not a very slight uptick in demand. New entrants into some of

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