It’s budget season – one of the toughest times for law firm client development leaders because they are asked to allocate a finite amount of…
Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier to keep…
Law firms are slowly but steadily adding client-facing business development and sales professionals to their ranks and very often placing them under the leadership of…
Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client, is rewarding…
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“Commitment to help.” This is, according to BTI Consulting CEO Michael Rynowecer, one of the top attributes that buyers demand from their law firms. That’s…
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To protect existing revenue streams, successful law firms invest heavily in client service, satisfaction, and relationships. But what about future revenue streams (aka prospective clients)?…