LawVision INSIGHTS Blog

Archive for Legal Sales Category

Posted In: Business Development, Legal Sales

Create Value to Develop Business

Think about a time that you’ve reached out to a prospective client and received no response. There are many reasons voicemails and emails

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Posted In: Business Development, Legal Sales

Law Firm Sales: Prepare with the Best Intel

A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to

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Posted In: Business Development, Legal Sales

Leading Marketers Weigh in on Rethinking Law Firm Pitches and Proposals

During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies

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Posted In: Business Development, Legal Sales, Profitability

When Developing a Sales Process for Your Law Firm, Start with the Buyer’s Process

“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation

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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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