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
Posted In: Business Development, Legal Sales, Strategic Planning
By Steven M. Bell on August 23, 2022
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
By Silvia L. Coulter on August 9, 2022
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on February 7, 2022
Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client
Posted In: ALSP, Business Development, Legal Sales, Strategic Planning
By LawVision on January 17, 2022
A reporter reached out wanting to know if, or how, one could measure the market share of different legal service providers. It appears