Posted In: Business Development, Legal Sales
Create Value to Develop Business
Think about a time that you’ve reached out to a prospective client and received no response. There are many reasons voicemails and emails
LawVision INSIGHTS Blog
Archive for Business Development Category
Posted In: Business Development, Legal Sales
Law Firm Sales: Prepare with the Best Intel
A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to
Posted In: Business Development, Legal Sales
Leading Marketers Weigh in on Rethinking Law Firm Pitches and Proposals
During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies
Posted In: Business Development, Strategic Planning, Uncategorized
Preparation for The New Year
I recall an interview with Alabama’s head football coach Nick Saban several years ago. Minutes after winning the national championship game he stated:
Posted In: Business Development, Legal Sales, Profitability
When Developing a Sales Process for Your Law Firm, Start with the Buyer’s Process
“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation
Posted In: Business Development, Legal Sales, Team Performance
When Chief Marketing Officers Are Called to Manage Sales
As LawVision’s Jim Cranston suggested in a recent article—Five reasons why a Sales professional at your law firm can work—firms continue to contemplate
Posted In: Business Development, Legal Sales
Five reasons why a Sales professional at your law firm can work
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had
Posted In: Business Development, Legal Sales, Strategic Planning
At the Expense of Marketing & Sales: Building a Better Budget
The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point.
Posted In: Business Development, Legal Sales
Law Firm Sales: Preparing for Client and Prospect Meetings to Win
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and
Posted In: Business Development, Legal Sales
Law Firm Sales: What Else Matters When It Comes to Measuring Strategic Account Success?
Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client