During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies to automate…
Topics
“We can go about selling in a systematic way because there are repeatable processes in both buying and selling.” This is an observation (with my…
Topics
General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will respond by…
Topics
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 the addition…
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 account management…
Topics
Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time in Texas). …