Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning, Team Performance
By Silvia L. Coulter on June 25, 2024
What difference does a decade make? In the legal industry, which has often been voted ‘Most Resistant to Change,’ a lot and not
Posted In: Business Development
By Jim Cranston on June 18, 2024
Navigating a business development lunch, especially with a pivotal figure like a new General Counsel (GC), can be a blend of excitement and
Posted In: Business Development, Client Service, Law Firm Resilience, Talent Strategy
By Silvia L. Coulter on June 11, 2024
Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’
Posted In: Business Development
By Steven M. Bell on May 29, 2024
It’s a longstanding tradition in the legal business: Clients complain about law firms on subjects such as price, deficient client service, slow response
Posted In: Business Development, Law Firm Resilience
By Jim Cranston on April 23, 2024
As I sat down to begin the workshop, my client provided me with some insights about their team. I listened attentively as they
Posted In: Business Development, Law Firm Resilience
By Steven M. Bell on April 16, 2024
When Business Development (BD) professionals and the lawyers they work with use the word “closing,” they primarily mean acquiring a new client or
Posted In: Business Development, Law Firm Resilience
By Silvia L. Coulter on March 26, 2024
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at
Posted In: Business Development, Uncategorized
By Jim Cranston on March 5, 2024
I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn
Posted In: Business Development, Law Firm Resilience
By Steven M. Bell on February 6, 2024
If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your
Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on January 31, 2024
Driving client engagement is important. With demand for services remaining almost flat, firms are grabbing share of wallet from one another. Not sure