Law firms are slowly but steadily adding client-facing business development and sales professionals to their ranks and very often placing them under the leadership of…
To protect existing revenue streams, successful law firms invest heavily in client service, satisfaction, and relationships. But what about future revenue streams (aka prospective clients)?…
As soon as a new lawyer joins a law firm, they get wind of the fact that acquiring new clients and finding new work at…
Demand for legal services is materially down after a few extremely flush years, according to a recent “state of the legal marketplace” presentation at Thomson…
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During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies to automate…
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“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation (with my…
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