Posted In: Business Development, Law Firm Resilience, Leadership Support & Development, Legal Sales, Uncategorized
By Steven M. Bell on April 4, 2023
As soon as a new lawyer joins a law firm, they get wind of the fact that acquiring new clients and finding new
Posted In: Uncategorized
By Steven M. Bell on February 14, 2023
Demand for legal services is materially down after a few extremely flush years, according to a recent “state of the legal marketplace” presentation
Posted In: Business Development, Legal Sales
By Steven M. Bell on December 13, 2022
During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies
Posted In: Business Development, Legal Sales, Profitability
By Steven M. Bell on November 15, 2022
“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation
Posted In: Business Development, Legal Sales, Team Performance
By Steven M. Bell on September 26, 2022
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
Posted In: Business Development, Legal Sales, Strategic Planning
By Steven M. Bell on August 23, 2022
The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point.
Posted In: Business Development, Research, Intelligence & Data Science
By Steven M. Bell on July 9, 2021
When asked why our accounting firm service team had won the competition for a large tax engagement at a global hotel chain, the
Posted In: Legal Sales
By Steven M. Bell on May 24, 2021
During the disruption of 2020 and early 2021, no law firm put its sales efforts on hold; most discovered and implemented new techniques,
Posted In: Business Development
By Steven M. Bell on January 18, 2021
“One of the blessings of COVID,” said the head of Business Development at a South Africa law firm, “is that it disrupted and
Posted In: Business Development, Legal Sales
By Steven M. Bell on December 16, 2020
This post originally appeared August 17, 2020 in PinHawk’s Legal Administrator Daily. By Silvia L. Coulter and Steven M. Bell Studies in the