Posted In: Business Development, Legal Sales
Law Firm Sales: Preparing for Client and Prospect Meetings to Win
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and
LawVision INSIGHTS Blog
Archive for Business Development Category
Posted In: Business Development, Legal Sales
Law Firm Sales: What Else Matters When It Comes to Measuring Strategic Account Success?
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
Wait! Before You Measure Market Share, Are You Asking the Right Questions?
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
The Realities of Law Firm Sales and Business Development—Case Study #2
Steffan, a second-year equity partner in a global law firm, was working with us to up his business development game. When we began
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
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