Posted In: Business Development, Legal Sales
Law Firm Sales: Prepare with the Best Intel
A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to
LawVision INSIGHTS Blog
Author Archive : Silvia Coulter
Posted In: Legal Sales, Uncategorized
Law Firm Sales: The Five Big Questions Every Client Relationship Partner Must be Able to Answer
General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will
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
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
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
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
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
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
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
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