Posted In: Business Development
By Silvia L. Coulter on December 12, 2016
Building and maintaining relationships is what sales is all about. It’s doubtful any business person would disagree. Further, maintaining relationships with good contacts,
Posted In: Business Development
By Jim Cranston on December 7, 2016
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, Organizational Structure, Talent Strategy
By Michael D. Short on November 28, 2016
In July, I wrote a blog entitled Who Will Be the Owners of Law Firms in the Future. My goal at that time
Posted In: Business Development
By LawVision on November 23, 2016
What is your number one obstacle to attracting new business? If you are like most of my clients, your answer is “time.” Lack
Posted In: Business Development, Organizational Structure, Research, Intelligence & Data Science
By LawVision on November 21, 2016
Outsourcing a law firm’s back office functions like Finance or Information Technology (IT) certainly isn’t a new concept. However, as law firm leaders
Posted In: Business Development
By Jim Cranston on November 4, 2016
The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals. What? Really? From
Posted In: Business Development, Talent Strategy
By LawVision on October 21, 2016
As I reflect on a recent discussion among senior partners about which prospect or client to take golfing, I find myself thinking about
Posted In: Business Development
By Silvia L. Coulter on October 20, 2016
Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development.
Posted In: Business Development, Talent Strategy
By LawVision on October 14, 2016
More important than showing expertise, know-how, skills and experience Ask most inside counsel why they hire the lawyers they do and they’ll tell
Posted In: Business Development
By Jim Cranston on September 15, 2016
In order to meet or exceed anticipated profits per partner in a rapidly changing legal industry, many firms still have a way to