Posted In: Business Development
By LawVision on February 27, 2015
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
By Jim Cranston on February 20, 2015
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
By Silvia L. Coulter on February 11, 2015
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
By LawVision on January 29, 2015
“Identify the decision maker” is a common mantra for people pursuing work from institutional prospects. However, few organizations and buying processes are simple
Posted In: Business Development
By Jim Cranston on January 27, 2015
A general counsel once said to me “I’m amazed how many of the firms I work with fail to ask me about my
Posted In: Business Development
By LawVision on January 16, 2015
As we’ve all heard before, law firms can improve the bottom line in two ways; 1) by cutting costs, and 2) by increasing
Posted In: Business Development
By Silvia L. Coulter on January 14, 2015
Reading an article about the Qualities of Remarkable Bosses by Jeff Haden made me think about the fact that law firms have a
Posted In: Assessments, Business Development, Strategic Planning
By LawVision on December 23, 2014
As we look forward to 2015 our industry is filled with signs of recovery and prosperity. Confidence is up among law firm leaders,
Posted In: Business Development
By LawVision on December 18, 2014
As we head into the holiday season and prepare for the New Year, I’d like to offer some quick summaries of books I
Posted In: Business Development
By Jim Cranston on December 12, 2014
It’s the little things that matter most. As we begin to close out 2014, take a moment to consider how far a little