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
LawVision INSIGHTS Blog
Archive for Business Development Category
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
Posted In: Business Development
Closing Business: First Understand the Four Stages of a Business Relationship
Just knowing people isn’t enough in today’s competitive legal market. I often hear from clients, “she’ll definitely call me if she ever has
Posted In: Business Development
Selling value: How to land clients when your set fee seems too high (Why price doesn’t matter)
Lawyers don’t like talking about price. Angst over pushback on fees is common among the lawyers I meet in my training seminars. While
Posted In: Business Development
The Changing Legal Industry – Another Lesson from Steve Jobs
Markets change and markets evolve. The legal industry is no exception. Managing those changes can be painful, so here’s another great lesson from
Posted In: Business Development
Law Firm Business Development: Establish Objectives for “Sales Conversations”
For many of you, your business clients have become personal acquaintances or maybe vice versa. In any case, summertime presents a fair amount
Posted In: Business Development
Law Firm Client Retention and Growth: We Are All Minders!
The philosophy that there are Finders, Minders and Grinders is a bit out of date. I was reminded recently when speaking with a
Posted In: Business Development
Law Firm Business Development: The Importance of Building Rapport
As we say all the time, “Business Development is Relationship Development.” If this is true (and we believe that it is), those of