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
LawVision INSIGHTS Blog
Archive for Legal Sales Category
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
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
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
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
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
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
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
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.
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