Posted In: Business Development, Law Firm Resilience, Uncategorized
By Silvia L. Coulter on January 4, 2024
“I’ve been a marketing/communications professional for years and – given this economy – I am feeling the need to demonstrate value. Sales professionals
Posted In: Business Development, Culture & Diversity, Law Firm Resilience, Talent Strategy
By Jim Cranston on December 19, 2023
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and
Posted In: Business Development, Legal Sales
By Steven M. Bell on December 12, 2023
A recent survey conducted by Chief Sales Officer Insights – a survey about achieving revenue goals – determined that a vast majority of
Posted In: Business Development, Client Service, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on November 21, 2023
Over the last two decades there has been a proliferation of practice groups at most firms. Some are practice-specific, fewer are industry-focused, and
Posted In: Business Development
By Jim Cranston on October 23, 2023
In the realm of legal services, successful client acquisition isn’t about diving straight into a sales pitch. Picture this: You walk into a
Posted In: Business Development, Law Firm Resilience
By Silvia L. Coulter on October 3, 2023
Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she
Posted In: Business Development, Client Service, Law Firm Resilience, Leadership Support & Development, Research, Intelligence & Data Science, Strategic Planning
By Steven M. Bell on September 19, 2023
Law firms’ increasing focus on user experience creates a tremendous professional opportunity for law firm marketers and business developers. For a long time,
Posted In: Business Development, Culture & Diversity, Law Firm Resilience, Leadership Support & Development, Talent Strategy, Uncategorized
By Silvia L. Coulter on August 29, 2023
In the complex landscape of modern law firm businesses, certain departments shine brightly while others linger in the shadows of misunderstanding. Among the
Posted In: Business Development, Law Firm Resilience, Strategic Planning
By Steven M. Bell on August 22, 2023
It’s budget season – one of the toughest times for law firm client development leaders because they are asked to allocate a finite
Posted In: Business Development, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on July 24, 2023
Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier