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
Posted In: Business Development, Legal Sales, Team Performance
By Steven M. Bell on September 26, 2022
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
Posted In: Legal Sales, Strategic Planning
By LawVision on September 6, 2022
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
Posted In: Law Firm Resilience, Legal Sales, Strategic Planning
By Jim Cranston on September 6, 2022
Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time
Posted In: Business Development, Legal Sales
By Jim Cranston on August 29, 2022
The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had