Posted In: Business Development, Legal Sales
The Realities of Law Firm Sales and Business Development—Case Study #1
Renita, a non-equity partner in a global firm, was working with us to up her business development game. When we began working with
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Posted In: Business Development, Legal Sales
Law Firm Business Development: “To Present or Not to Present”
Many of our clients ask us to help them with presentation skills and we’re more than happy to comply because this is an
Posted In: Business Development, Legal Sales
Sales Professionals Continue to Find New Opportunities in the Legal Industry
A better bet than hiring laterals? Research over the past six years is showing a slow-moving (slower than initially forecasted) upward trend with
Posted In: Business Development
Closing the Knowledge Gap: Using Training to Reinvigorate Your Marketing Team
After more than a year of working virtually, many marketing professionals are hungry to reengage and sharpen their skills. This is a terrific
Posted In: Business Development, Legal Sales
Great Reputation — No Business: how to jumpstart laterals lacking BD experience
This article was first published July 6, 2021 in PinHawk’s Legal Administrator Daily. The lateral market — attorneys moving from one firm to
Posted In: Business Development, Research, Intelligence & Data Science
Law Firm Business Development — A Sometime-Overlooked Competitive Advantage: Research
When asked why our accounting firm service team had won the competition for a large tax engagement at a global hotel chain, the
Posted In: Business Development, Legal Sales
Law Firm Business Development: Top Tips for Client Growth
Retaining and expanding existing clients must be, or remain, an essential strategic imperative for the survival of any firm today. Firms for years
Posted In: Business Development, Legal Sales
Tips to Launch Your Business Development to the Next Level
This article was first published May 4, 2021 in PinHawk’s Law Firm Marketing Brief. It’s all about the basics. Here are some reminders
Posted In: Business Development, Legal Sales
Law Firm Sales: Follow some simple scripts to achieve results
Building business is about building relationships. Every lawyer knows business development is an important part of being a member of the firm. And
Posted In: Business Development
Identify Your Key Industry Target Markets, But Be Ready to Pivot Quickly
The classic business book “Who Moved My Cheese” illustrates through the adventures of four mice what can happen if we do not adjust