LawVision INSIGHTS Blog

Author Archive : Silvia Coulter

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

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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

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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

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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

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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

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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

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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

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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

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Posted In: Business Development

The Law Firm Marketing and Business Development Organization: It’s Not the Same Old Marketing Team Anymore

There is a clear upward trend confirming law firms are recognizing the need to centralize marketing and create a separate business development/sales function

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