Posted In: Business Development, Legal Sales
By Steven M. Bell on December 13, 2022
During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies
Posted In: Business Development, Strategic Planning, Uncategorized
By Jim Cranston on November 29, 2022
I recall an interview with Alabama’s head football coach Nick Saban several years ago. Minutes after winning the national championship game he stated:
Posted In: Business Development, Legal Sales, Profitability
By Steven M. Bell on November 15, 2022
“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation
Posted In: Business Development, Legal Sales, Team Performance
By Steven M. Bell on September 26, 2022
As LawVision’s Jim Cranston suggested in a recent article—Five reasons why a Sales professional at your law firm can work—firms continue to contemplate
Posted In: Business Development, Legal Sales
By Jim Cranston on August 29, 2022
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had
Posted In: Business Development, Legal Sales, Strategic Planning
By Steven M. Bell on August 23, 2022
The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point.
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on August 9, 2022
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on February 7, 2022
Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client
Posted In: ALSP, Business Development, Legal Sales, Strategic Planning
By LawVision on January 17, 2022
A reporter reached out wanting to know if, or how, one could measure the market share of different legal service providers. It appears
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on December 14, 2021
Steffan, a second-year equity partner in a global law firm, was working with us to up his business development game. When we began