LawVision INSIGHTS Blog

Author Archive : Steven Bell

Posted In: Business Development, Legal Sales, Team Performance

When Chief Marketing Officers Are Called to Manage Sales

As LawVision’s Jim Cranston suggested in a recent article—Five reasons why a Sales professional at your law firm can work—firms continue to contemplate

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Posted In: Business Development, Legal Sales, Strategic Planning

At the Expense of Marketing & Sales: Building a Better Budget

The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point.

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Posted In: Business Development, Research, Intelligence & Data Science

Law Firm Business Development — A Sometime-Overlooked Competitive Advantage: Research

When asked why our accounting firm service team had won the competition for a large tax engagement at a global hotel chain, the

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Posted In: Legal Sales

A Post-Pandemic Law Firm Sales Checklist

During the disruption of 2020 and early 2021, no law firm put its sales efforts on hold; most discovered and implemented new techniques,

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Posted In: Business Development

How This COVID Moment Can Transform Law Firm Marketing and Sales Budgets

“One of the blessings of COVID,” said the head of Business Development at a South Africa law firm, “is that it disrupted and

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Posted In: Business Development, Legal Sales

Driving Law Firm Revenues: Quick Tips for Making Client Teams Successful

This post originally appeared August 17, 2020 in PinHawk’s Legal Administrator Daily. By Silvia L. Coulter and Steven M. Bell Studies in the

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Posted In: Business Development, Research, Intelligence & Data Science

Research and (Business) Development

By Steven M. Bell and Silvia L. Coulter As we discuss in detail in our upcoming book, SAM-Legal: From Key Clients to Strategic

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Posted In: Business Development, Client Service

Little Things Mean a Lot

By Steve Bell and Silvia Coulter In a soon-to-be-published book about strategic account management (sometimes called “key client planning”) for law firms, we

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Posted In: Business Development, Client Service

Say What?!  Topics to Keep Conversations with Clients Moving Forward

By now, your firm and its lawyers have decided whether or not it is appropriate to reach out to clients and prospective clients

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Posted In: Uncategorized

How to Use Video Conferences to Strengthen Your Brand

By Steve Bell and Bob Morrison, Chairman & CEO, The Morrison Agency Since video conferences are now our most-important portals to the “outside

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