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, Law Firm Resilience, Legal Sales, Strategic Planning
By Silvia L. Coulter on July 24, 2023
Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on June 19, 2023
Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client,
Posted In: Business Development, Legal Sales
By LawVision on June 12, 2023
“Commitment to help.” This is, according to BTI Consulting CEO Michael Rynowecer, one of the top attributes that buyers demand from their law
Posted In: Business Development, Law Firm Resilience, Leadership Support & Development, Legal Sales, Uncategorized
By Steven M. Bell on April 4, 2023
As soon as a new lawyer joins a law firm, they get wind of the fact that acquiring new clients and finding new
Posted In: Business Development, Legal Sales
By Jim Cranston on January 10, 2023
Think about a time that you’ve reached out to a prospective client and received no response. There are many reasons voicemails and emails
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on January 4, 2023
A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to
Posted In: Business Development, Legal Sales
By Steven M. Bell on December 13, 2022
During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies
Posted In: Business Development, Legal Sales, Profitability
By Steven M. Bell on November 15, 2022
“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation
Posted In: Legal Sales, Uncategorized
By Silvia L. Coulter on October 2, 2022
General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will