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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Henry Ford famously said, “Nothing happens until somebody sells something.” In law firms, we might add that nothing happens until somebody buys something. And for…
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Law firm leaders who focus on costs may want to consider one that is not a discrete line item on financial statements but which nonetheless…
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