Posted In: Business Development, Leadership Support & Development, Organizational Structure
By Silvia L. Coulter on February 23, 2018
Time to take some pressure off the partners. Law firms are woefully behind every other professional services business to hire sales people. A
Posted In: Business Development
By Silvia L. Coulter on September 15, 2017
Last week I had a conversation with a group of C-level individuals who are on a committee with me. The discussion turned to
Posted In: Business Development, Culture & Diversity, Leadership Support & Development
By Silvia L. Coulter on June 30, 2017
A recent interview with the GC of a global insurer reminded me that everyone can influence who gets the next matter. His comment
Posted In: Assessments, Culture & Diversity, Leadership Support & Development
By Silvia L. Coulter on June 7, 2017
At a recent meeting of about 20 mid-size to large firm managing partners, someone asked, “What do you consider the most important success
Posted In: Business Development, Culture & Diversity, Leadership Support & Development, Talent Strategy
By Silvia L. Coulter on April 12, 2017
“Nothing grows under a banyan tree.” This Indian proverb speaks of leadership styles. The banyan is a great tree. It spreads its branches,
Posted In: Business Development
By Silvia L. Coulter on March 3, 2017
I’ve written about bios before and just yesterday was reminded that they still remain one of the most powerful marketing communications tools one
Posted In: Business Development
By Silvia L. Coulter on January 25, 2017
I have great respect for my peers, clients, friends and colleagues in the legal industry. Given most of my focus is on revenue
Posted In: Business Development
By Silvia L. Coulter on January 5, 2017
What does stress have to do with business development? A lot. Building, maintaining and growing a significant practice coupled with billable hour requirements
Posted In: Business Development
By Silvia L. Coulter on December 12, 2016
Building and maintaining relationships is what sales is all about. It’s doubtful any business person would disagree. Further, maintaining relationships with good contacts,
Posted In: Business Development
By Silvia L. Coulter on October 20, 2016
Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development.