Posted In: Culture & Diversity
Selling Internally at Your Law Firm—Keys to Success
A recent Yahoo posting reminded me of something we often discuss with our individual sales coaching clients – the need for what is
LawVision INSIGHTS Blog
Author Archive : Silvia Coulter
Posted In: Business Development, Culture & Diversity
Law Firm Leadership—Lessons from a Winning Team
I recently had the pleasure of hearing Boston Celtics President Rich Gotham speak to a group of law firm business development and sales
Posted In: Business Development
What Does Selling Legal Services have to do with Baseball?
As I watch the 2013 baseball season unfold it reminds me that baseball is not only a lot like business development, it’s also
Posted In: Business Development, Culture & Diversity
Law Firm Growth
Bloomberg BusinessWeek’s May 6 issue focuses on “Big Law’s” need to wake up and build strong leadership citing the demise of some impressive
Posted In: Business Development
Focus on Clients
Every once in a while we get reminded of how important client service really is, particularly for those of us in the service
Posted In: Business Development
Negotiating Your Way to Business Development Success
Lawyers can be brilliant business generators. Even if one is not the savvy extroverted networker, any lawyer with good lawyering skills can be
Posted In: Business Development
Is Selling Legal Services All That Risky?
In our business we often hear “lawyers are risk-adverse and therefore don’t like to sell since it’s putting themselves out there to potentially
Posted In: Business Development
Key Client ~ Keep Your Share of Wallet Before it’s Too Late
I was recently sitting at an airport bar grabbing a quick bite to eat and watching the New England Patriots while waiting for
Posted In: Culture & Diversity
Law Firm Service Excellence: One Litigation Counsel’s View
During a recent client feedback meeting with a senior Litigation Counsel for a Global Financial Services Company, I asked, “How would you define
Posted In: Business Development
Legal Sales: Client Development and Landing the Big One
Fly fishing is a lot like selling legal services. On a recent fly-fishing trip to Montana as I patiently waited for a brown