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.
Posted In: Culture & Diversity, Organizational Structure, Talent Strategy
By Silvia L. Coulter on September 21, 2016
Millennials, Gen-Xers, Baby Boomers, Silent Generation, etc. Much has been written and I dare say speculated about why things are not working well
Posted In: Business Development
By Silvia L. Coulter on July 20, 2016
I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never
Posted In: Client Service, Research, Intelligence & Data Science
By Silvia L. Coulter on June 22, 2016
Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the
Posted In: Business Development
By Silvia L. Coulter on June 14, 2016
I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver
Posted In: Business Development
By Silvia L. Coulter on May 12, 2016
I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder
Posted In: Business Development
By Silvia L. Coulter on April 29, 2016
When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated
Posted In: Client Service, Strategic Planning, Talent Strategy
By Silvia L. Coulter on February 15, 2016
When the Mesopotamian King of Gods, Enzil’s tablet was stolen and the young God Ninurta (thought of as powerless) rises to become the
Posted In: Business Development, Client Service
By Silvia L. Coulter on November 19, 2015
Every lawyer can be a rainmaker. Just like everyone can be in shape. It takes discipline, organization and repetition to see results. Here’s