In an occasional series of posts about successfully pursuing new clients, we’re sharing door-opening tips gathered from mentors and learned through trial and error. This…
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Determining the right number of targets In an occasional series of posts about opening doors, we are sharing tips, gathered from mentors and from trial…
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This occasional series about initiating new relationships identifies small and sometimes overlooked techniques that can significantly improve the odds of winning new business. College literature…
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Existing clients are the best source of new business, but new clients matter, too – to replace those that leave and to support a firm’s…
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If you’re a lawyer who wants (or has to) to become better at selling legal services, or a business professional who supports those lawyers, stay…
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Shortly after arriving at a new sales job at an AmLaw 100 firm known for white collar litigation and an emerging-technology practice, an acquaintance was…
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