Posted In: Business Development
The Many Paths to Business Development Success
I get concerned when senior rainmakers give business development presentations to their firm’s associates. Why? Because the message is often misconstrued by the
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Archive for Business Development Category
Posted In: Business Development
The Four Ws of Business Development for Those Who Want to Take it to the Next Level
After two recent weeks of meetings with partners who are successful at business development and want to reach the next level of revenue
Posted In: Business Development
Least Effective Ways to Bring New Business into Your Law Firm
I recently came across WebMD’s list of the 9 least effective exercises. If you are a fitness nut like me (when we meet
Posted In: Business Development
Law Firm Business Development: Client Teams & Strategic Account Management (SAM)
During my days at Ernst & Young, I was a member of the leadership team that rolled-out the firm’s Client Team program. To
Posted In: Assessments, Business Development, Strategic Planning
Trendspotting Risks and Rewards: Taking the Leap into Innovation
Just a month after touting Amazon’s diaper launch in the first of my Trendspotting blog series, Amazon pulled their new line from the
Posted In: Business Development
Business Development: Sifting for Gold to Grow Revenue
Prospectors know that to find gold, they have to sift through a lot of rocks, twigs and other miscellaneous things found in the
Posted In: Business Development
Want to Land the Next Big Client at Your Firm? Understand Buyer Roles
Business development is most effective one-on-one and focused on building key relationships but big clients usually present themselves in the form of complex
Posted In: Business Development
Using Your Smart Phone for Smart Business Development
One of my 2015 New Year’s resolutions is to utilize technology to improve my business (the other is to lose weight). Since there
Posted In: Business Development
Key Client Planning: Listening to the Voice of the Client
I often ponder the fact that we can’t change lawyers’ minds about fees and the fact that fees are not the primary criterion
Posted In: Business Development
The Secret Weapon When Trying to Land a Large Institutional Legal Services Client: Enlist, Train and Deploy a Champion
“Identify the decision maker” is a common mantra for people pursuing work from institutional prospects. However, few organizations and buying processes are simple