Posted In: Business Development
Law Firm Sales and Lessons from the Spider
Inspired by the fun holiday of Halloween this month, I thought I’d write about my recent experience with a spider’s web. In between
LawVision INSIGHTS Blog
Archive for Business Development Category
Posted In: Business Development
The Power of the “Next Best Result:” What to do when Your Prospect Says “No”
When preparing for a meeting with a prospect, don’t forget to prepare your “next best result.” I credit Gary Quinnett, one of the
Posted In: Business Development
LinkedIn – Two Simple Ways to Keep in Touch With Your Network
I recently reconnected with a college classmate through LinkedIn. As much as I advocate the use of LinkedIn for all attorneys, I was
Posted In: Business Development
Law Firm Business Development: A Team Servicing Approach
As much as I’d like to think that my blog post entitled “Law Firm Business Development: Make Selling a Team Sport” (April 2014)
Posted In: Business Development
When Law Firm Selling is Like Working Out
As I was power walking with my dog this morning I kept thinking that it’s easy to find reasons not to exercise. Too
Posted In: Business Development
How to Get a First Meeting, Get Your Foot in the Door, and Get an Audience with a Prospective Client Using Value Propositions (and Fried Chicken)
When the new interstate highway went in right next to his town, Harland Sanders saw his business dry up at his little café
Posted In: Business Development
Video messaging: A powerful example from the “ice bucket challenge”
We’ve all seen it. It’s everywhere. But how did it happen? Convincing friends, family or colleagues to pour a bucket of ice water
Posted In: Business Development, Culture & Diversity, Strategic Planning
Autumn Reflections and Words of Gratitude
As we enjoy the waning days of summer, we focus on the new beginnings that autumn brings: a new school year, football season,
Posted In: Business Development
Business Development for Lawyers: Giving and Taking
The concept of givers and takers is an interesting one. Just the other day someone who is a taker called to ask me
Posted In: Business Development
Client Perceptions: The Value of Knowing Non-substantive Needs
In a recent post on how to deal with fee objections, I posited that the key to navigating pricing pushback lies in understanding