Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning, Team Performance
By Silvia L. Coulter on June 25, 2024
What difference does a decade make? In the legal industry, which has often been voted ‘Most Resistant to Change,’ a lot and not
Posted In: Business Development, Client Service, Law Firm Resilience, Talent Strategy
By Silvia L. Coulter on June 11, 2024
Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’
Posted In: Business Development, Law Firm Resilience
By Silvia L. Coulter on March 26, 2024
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at
Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on January 31, 2024
Driving client engagement is important. With demand for services remaining almost flat, firms are grabbing share of wallet from one another. Not sure
Posted In: Business Development, Law Firm Resilience, Uncategorized
By Silvia L. Coulter on January 4, 2024
“I’ve been a marketing/communications professional for years and – given this economy – I am feeling the need to demonstrate value. Sales professionals
Posted In: Business Development, Client Service, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on November 21, 2023
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
Posted In: Business Development, Law Firm Resilience
By Silvia L. Coulter on October 3, 2023
Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she
Posted In: Business Development, Culture & Diversity, Law Firm Resilience, Leadership Support & Development, Talent Strategy, Uncategorized
By Silvia L. Coulter on August 29, 2023
In the complex landscape of modern law firm businesses, certain departments shine brightly while others linger in the shadows of misunderstanding. Among the
Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on July 24, 2023
Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on June 19, 2023
Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client,