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
Posted In: Business Development, Research, Intelligence & Data Science
By Steven M. Bell on October 26, 2020
By Steven M. Bell and Silvia L. Coulter As we discuss in detail in our upcoming book, SAM-Legal: From Key Clients to Strategic
Posted In: Business Development, Client Service
By Steven M. Bell on August 10, 2020
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
Posted In: Business Development, Client Service
By Steven M. Bell on June 29, 2020
By now, your firm and its lawyers have decided whether or not it is appropriate to reach out to clients and prospective clients