Posted In: Business Development
Law Firm Business Development: Client Teams & Strategic Account Management (SAM)
During my days at Ernst & Young, I was a member of the leadership team that rolled-out the firm’s Client Team program. To
LawVision INSIGHTS Blog
Posted In: Assessments, Business Development, Strategic Planning
Trendspotting Risks and Rewards: Taking the Leap into Innovation
Just a month after touting Amazon’s diaper launch in the first of my Trendspotting blog series, Amazon pulled their new line from the
Posted In: Assessments, Strategic Planning
Performance is Everything…
My experiences in a number of recent client meetings have remind me of an exchange in the great movie Apollo 13, where Flight
Posted In: Business Development
Business Development: Sifting for Gold to Grow Revenue
Prospectors know that to find gold, they have to sift through a lot of rocks, twigs and other miscellaneous things found in the
Posted In: Business Development
Want to Land the Next Big Client at Your Firm? Understand Buyer Roles
Business development is most effective one-on-one and focused on building key relationships but big clients usually present themselves in the form of complex
Posted In: Talent Strategy
Finding Your Next “A” Team: What Attracts NextGen Lawyers to Your Firm?
As law firms continue to face maturing partnerships and impending baby-boomer retirements, many leaders are left wondering how best to position their firms
Posted In: Business Development
Using Your Smart Phone for Smart Business Development
One of my 2015 New Year’s resolutions is to utilize technology to improve my business (the other is to lose weight). Since there
Posted In: Business Development
Key Client Planning: Listening to the Voice of the Client
I often ponder the fact that we can’t change lawyers’ minds about fees and the fact that fees are not the primary criterion
Posted In: Assessments, Strategic Planning
Trendspotting Part II: Macro-Trends and Changing Client Preferences
One month into another new year, partners are turning their attention (perhaps belatedly) to their plans for 2015. Energy is at an all-time
Posted In: Assessments, Culture & Diversity, Strategic Planning
Worst Play Calling in the History of Sports? Or Law?
As I write this less than 24 hours after the stunning end of Super Bowl XLIX, the consensus has completely firmed: Seattle’s decision