Posted In: Business Development, Client Service, Law Firm Resilience, Talent Strategy
By Silvia L. Coulter on June 11, 2024
Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’
Posted In: Business Development, Client Service, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on November 21, 2023
Over the last two decades there has been a proliferation of practice groups at most firms. Some are practice-specific, fewer are industry-focused, and
Posted In: Business Development, Client Service, Law Firm Resilience, Leadership Support & Development, Research, Intelligence & Data Science, Strategic Planning
By Steven M. Bell on September 19, 2023
Law firms’ increasing focus on user experience creates a tremendous professional opportunity for law firm marketers and business developers. For a long time,
Posted In: Business Development, Client Service, Law Firm Resilience
By Jim Cranston on April 18, 2023
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale
Posted In: ALSP, Client Service, NewLaw Business Models, Pricing Strategy, Profitability
By LawVision on April 26, 2021
This article was first published April 20, 2021 in PinHawk’s Legal Administrator Daily. A good friend of mine who’s founded and served as
Posted In: Business Development, Client Service, Legal Sales, Team Performance
By LawVision on March 1, 2021
This article was first published February 23, 2021 in PinHawk’s Legal Administrator Daily. Remember when “client team” referred to just the attorney’s billing
Posted In: Business Development, Client Service, Legal Sales
By Silvia L. Coulter on February 15, 2021
This post was first published February 9, 2021 by PinHawk’s Law Firm Marketing Brief. Client Advisory Boards can help your firm stay on
Posted In: Business Development, Client Service, Legal Sales
By LawVision on February 2, 2021
Recently, a client of mine (let’s call her Barbara) created a diagram for a prospect (Gary). It included a decision tree and pros
Posted In: Business Development, Client Service
By Silvia L. Coulter on December 16, 2020
This post originally appeared September 14, 2020 in PinHawk’s Law Firm Marketing Brief. No matter which time of year you choose to conduct
Posted In: Business Development, Client Service
By Silvia L. Coulter on September 24, 2020
By Silvia Coulter and Steve Bell This article was originally published through PinHawk’s Legal Administrator Daily on August 17, 2020. Studies in the legal