Posted In: Business Development
The One Tool You Don’t Want to be Without for Lawyer Business Development
A colleague asked me recently what I thought was the single most important tool for law firm business development success. “What’s the silver
LawVision INSIGHTS Blog
Archive for Business Development Category
Posted In: Business Development
Overcoming Lawyer Business Development Fears
It’s time for Halloween. Have you ever been scared? I mean, bone-chilling terrified? The kind of fear that actually changes your body heat
Posted In: Business Development
Law Firm Business Development: Effective Cross-Selling Requires Trust
Now that most firms have recognized the value of going to market by industry, most have established formal industry teams. The natural next
Posted In: Business Development, Strategic Planning
Driving Law Firm Revenue – Key Client Planning
Limited resources? Too many plans – office plans, practice plans, individual plans. Where does a firm stop? Or start? Building a culture of
Posted In: Business Development
The 7 Worst Ways to Motivate a Lawyer to Engage in Business Development
If you really want to get someone to do something, you need to give him/her a reason—a gun to the face, a bonus
Posted In: Business Development
Law Firm Business Development: What Do You Mean by “Marketing”?
The vast majority of our clients devote a certain amount of non-billable time to “Marketing.” The amount of hours vary from firm-to-firm, but
Posted In: Business Development
Law Firm Transformation and the Metamorphosis of Narcissus
I recently asked the Chair Emeritus of a significant firm what his biggest accomplishment was and what his biggest failure was. He reflected
Posted In: Business Development
Seven Nice Ways Your Prospects Say “No, Thank You” and What to Do about It
Ask any nine-year-old kid what it means when his mother says “I’ll think about it.” He knows what it means—it means no. As
Posted In: Assessments, Business Development, Strategic Planning, Talent Strategy
Law Firm Business Development: Marketing Audits vs Go-To-Market Assessments
It’s interesting how things come in waves in this industry. For a period, we were swamped with client feedback requests, then it was
Posted In: Business Development, Culture & Diversity, Strategic Planning
Trust Your Gut and Other Unconventional Wisdom for Law Firm Leaders
Two years ago I had the good fortune to experience a transformational moment in my life. At a remote location in the heart