“I need the client development professionals to get us 90%, or at least 80%, of the way to the finish line!” This is a refrain…
Topics
A multi-million dollar revenue-generating client deserves a strategic account manager. This is someone who day to day is building relationships across the client organization, helps…
When frustrated CMOs at law firms hire me to coach a lawyer, they will often say something like: “Teach him how to ask for business,”…
I was speaking with a sales person from a law firm a few weeks ago who told me the firm opened a new office in…
Topics
Mark Twain is often reputed to have stated that “history doesn’t repeat itself, but it often rhymes.” This phrase comes to mind when reading recent…
Firms are leaner than ever. After having gone through several years of cost-cutting and layoffs, firms are operationally strong and beginning to hire again. One…