Posted In: Business Development
Is Selling Legal Services All That Risky?
In our business we often hear “lawyers are risk-adverse and therefore don’t like to sell since it’s putting themselves out there to potentially
LawVision INSIGHTS Blog
Archive for Business Development Category
Posted In: Business Development
Overcoming Business Development Procrastination
I often ask groups of lawyers to brainstorm with me to list obstacles they experience when attempting business development activities. I want to
Posted In: Business Development
Business Development For Lawyers: It’s About Time
Having been in an in-house leadership role for many years, I have spent much of my time encouraging my practice professionals to dedicate
Posted In: Business Development
Business Development Preparation for The New Year
I watched the interview with Alabama’s head football coach Nick Saban minutes after winning the national championship game where he said “we’re going
Posted In: Business Development
Key Client ~ Keep Your Share of Wallet Before it’s Too Late
I was recently sitting at an airport bar grabbing a quick bite to eat and watching the New England Patriots while waiting for
Posted In: Business Development, Strategic Planning
Law Firm Alternative Fees: Revolution or Slog
This week, I came across this lead-in to an article in the New York Times on the alternative fee revolution in law firms.
Posted In: Business Development
Focus Efforts on the Right Firm Initiatives Using the Smart Work Matrix
I recently came across a powerful yet fairly simple tool called the Smart Work Matrix. It helps directors and CMOs in law firms
Posted In: Business Development
Are the firm’s partners selling at the right level?
I’m often amazed at how many attorneys believe that they are making great strides in selling their services. . .to someone who may
Posted In: Business Development
Law Firms’ Use of Pitchbooks for Business Development
“To Present, or not to Present. That is the question…” Pitchbooks have been an integral part of the business development effort at every
Posted In: Business Development
Legal Sales: Client Development and Landing the Big One
Fly fishing is a lot like selling legal services. On a recent fly-fishing trip to Montana as I patiently waited for a brown