Posted In: Business Development
Law Firm Business Development: Branding and Brochures Are Not The Answer
Law firms have a great opportunity to differentiate themselves from the competition. However, I am struck by how few law firms have changed
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Archive for Business Development Category
Posted In: Business Development
Client Service Means Making It Easy for Clients to Connect With You
Creating strong client experiences can be quite simple. One way to do this is to be accessible. If you’ve ever scrambled to find
Posted In: Business Development
Business Development Success: Winning over clients who are already satisfied with current counsel
Recently, a client hired me to conduct a survey of general counsel in a defined local market. The survey sought, among other things,
Posted In: Business Development
Law Firm Business Development: “Dig Your Well Before You’re Thirsty”
Although Harvey Mackay’s bestselling book by the same name focuses on networking, I submit that each of us take the notion of “digging
Posted In: Business Development
Turn One-Off Calls into Long-Term Client Relationships
Recently a client of mine called with a not-uncommon problem. The conversation went something like this. I have several clients who call me
Posted In: Business Development
Law Firm Business Development: With The Heat Comes Relief
It’s been unbelievablely hot across North America this summer, hasn’t it? Wait a minute. I think we say that every summer. Anyway, I
Posted In: Business Development
3 Ways to Improve Your Email Outreach!
In discussing business development, I’m often asked, “how do I know if people are actually reading my emails?” To me, the more appropriate
Posted In: Business Development, Culture & Diversity
How do you add value? Take a lesson from the nation’s premiere negotiators
“Adding value” is an often stated quoted but rarely defined phrase used to describe that element added to a professional relationship that creates
Posted In: Business Development, Culture & Diversity
Law Firm Leadership—Lessons from a Winning Team
I recently had the pleasure of hearing Boston Celtics President Rich Gotham speak to a group of law firm business development and sales
Posted In: Business Development
Business Development for Lawyers: Take a Systematic Approach As You Develop The Art
To be successful at Business Development, much like developing any personal relationship, takes work. There really isn’t a lot of magic to it