Posted In: Business Development
The Power of the “Next Best Result:” What to do when Your Prospect Says “No”
When preparing for a meeting with a prospect, don’t forget to prepare your “next best result.” I credit Gary Quinnett, one of the
LawVision INSIGHTS Blog
Posted In: Strategic Planning
Time to Start Thinking Differently…Again?
For the past several years we have argued consistently that the industry is in a period of “winners and losers” and that growth
Posted In: Business Development
LinkedIn – Two Simple Ways to Keep in Touch With Your Network
I recently reconnected with a college classmate through LinkedIn. As much as I advocate the use of LinkedIn for all attorneys, I was
Posted In: Business Development
Law Firm Business Development: A Team Servicing Approach
As much as I’d like to think that my blog post entitled “Law Firm Business Development: Make Selling a Team Sport” (April 2014)
Posted In: Strategic Planning, Talent Strategy
Are Generational Differences the Enemy of Client Satisfaction? Part 2: Engaging “Next Gen” Lawyers
By Jessa Baker and Marcie Borgal Shunk Last week Marcie Borgal Shunk and I provided insights into how generational differences pose a distinct
Posted In: Business Development
When Law Firm Selling is Like Working Out
As I was power walking with my dog this morning I kept thinking that it’s easy to find reasons not to exercise. Too
Posted In: Talent Strategy
Are Generational Differences the Enemy of Client Satisfaction? Part I
By Marcie Borgal Shunk and Jessa Baker By 2020, Millennials will comprise 50% of the working population – dominating the workforce in the
Posted In: Business Development
How to Get a First Meeting, Get Your Foot in the Door, and Get an Audience with a Prospective Client Using Value Propositions (and Fried Chicken)
When the new interstate highway went in right next to his town, Harland Sanders saw his business dry up at his little café
Posted In: Strategic Planning
Your Basic Matter Level Profitability Report: A Common Tool for Innovative Thinking in Law Firms
The word “innovation” (the act or process of introducing new ideas, devices, or methods – Merriam-Webster online) is being used quite liberally within
Posted In: Business Development
Video messaging: A powerful example from the “ice bucket challenge”
We’ve all seen it. It’s everywhere. But how did it happen? Convincing friends, family or colleagues to pour a bucket of ice water