Posted In: Business Development
Turn One-Off Calls into Long-Term Client Relationships
Recently a client of mine called with a not-uncommon problem. The conversation went something like this. I have several clients who call me
LawVision INSIGHTS Blog
Posted In: Culture & Diversity, Practice Group Management, Strategic Planning
Overcoming Strategic Inertia
Over many years of working in the legal industry, I have often been struck by the stark differences between firms that seem to
Posted In: Culture & Diversity, Legal Process Improvement, Strategic Planning, Talent Strategy
Promoting a Culture of Efficiency via Law Firm Talent Strategy
In her most recent LawVision Insights blog, Carla Landry addressed the excellent question of whether “Being efficient means your work becomes a commodity.”
Posted In: Culture & Diversity
Selling Internally at Your Law Firm—Keys to Success
A recent Yahoo posting reminded me of something we often discuss with our individual sales coaching clients – the need for what is
Posted In: Culture & Diversity, Practice Group Management, Strategic Planning
Succession Planning – Breaking Through the Force of Inertia
I led a webinar on succession planning around key client relationships last week. The key themes from my presentation were focused on the
Posted In: Business Development
Law Firm Business Development: With The Heat Comes Relief
It’s been unbelievablely hot across North America this summer, hasn’t it? Wait a minute. I think we say that every summer. Anyway, I
Posted In: Business Development
3 Ways to Improve Your Email Outreach!
In discussing business development, I’m often asked, “how do I know if people are actually reading my emails?” To me, the more appropriate
Posted In: Legal Process Improvement, Strategic Planning, Talent Strategy
Does Being Efficient Mean Your Work Becomes a Commodity?
Contributing author: Jessa Baker For several months, I have addressed some of the reasons why Legal Process Improvement (LPI) has been slow to
Posted In: Assessments, Culture & Diversity, Strategic Planning, Talent Strategy
Coming to Grips with “Average” – The Strategic Challenge for (Most) Law Firms
Over the weekend I had the good fortune of attending college orientation with my youngest son, who is entering one of the premier
Posted In: Business Development, Culture & Diversity
How do you add value? Take a lesson from the nation’s premiere negotiators
“Adding value” is an often stated quoted but rarely defined phrase used to describe that element added to a professional relationship that creates