When Business Development (BD) professionals and the lawyers they work with use the word “closing,” they primarily mean acquiring a new client or a new…
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at least should…
I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn suggests that…
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If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and…
Driving client engagement is important. With demand for services remaining almost flat, firms are grabbing share of wallet from one another. Not sure what to…
“I’ve been a marketing/communications professional for years and – given this economy – I am feeling the need to demonstrate value. Sales professionals have revenue…