LawVision INSIGHTS Blog

Archive for Legal Sales Category

Posted In: Legal Sales, Uncategorized

Law Firm Sales: The Five Big Questions Every Client Relationship Partner Must be Able to Answer

General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will

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Posted In: Business Development, Legal Sales, Team Performance

When Chief Marketing Officers Are Called to Manage Sales

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

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Posted In: Legal Sales, Strategic Planning

So, what is a SAM-Legal initiative going to cost?

Last week’s post (The Dollars are in the Details) was the second of this series. It offered a strong recommendation that firms adopt high-level strategic

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Posted In: Law Firm Resilience, Legal Sales, Strategic Planning

Avoiding unnecessary risk to your book of business

Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time

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Posted In: Business Development, Legal Sales

Five reasons why a Sales professional at your law firm can work

The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had

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Posted In: Business Development, Legal Sales, Strategic Planning

At the Expense of Marketing & Sales: Building a Better Budget

The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point.

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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

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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

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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

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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

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