“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation (with my…
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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 the addition…
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me…
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The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point. But if…
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and existing client…
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Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client teams (aka…
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