Posted In: Business Development, Legal Sales
The Realities of Law Firm Sales and Business Development—Case Study #2
Steffan, a second-year equity partner in a global law firm, was working with us to up his business development game. When we began
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Archive for Legal Sales Category
Posted In: Business Development, Legal Sales
The Realities of Law Firm Sales and Business Development—Case Study #1
Renita, a non-equity partner in a global firm, was working with us to up her business development game. When we began working with
Posted In: Benchmarking Research, Legal Sales
Hitting Your Mark: Honing Your Strategy with Benchmarking
Considering how competitive the legal industry is, you might think that firms would be regularly benchmarking themselves against their competitors and leaders both
Posted In: Business Development, Legal Sales
Law Firm Business Development: “To Present or Not to Present”
Many of our clients ask us to help them with presentation skills and we’re more than happy to comply because this is an
Posted In: Business Development, Legal Sales
Sales Professionals Continue to Find New Opportunities in the Legal Industry
A better bet than hiring laterals? Research over the past six years is showing a slow-moving (slower than initially forecasted) upward trend with
Posted In: Business Development, Legal Sales
Great Reputation — No Business: how to jumpstart laterals lacking BD experience
This article was first published July 6, 2021 in PinHawk’s Legal Administrator Daily. The lateral market — attorneys moving from one firm to
Posted In: Business Development, Legal Sales
Law Firm Business Development: Top Tips for Client Growth
Retaining and expanding existing clients must be, or remain, an essential strategic imperative for the survival of any firm today. Firms for years
Posted In: Legal Sales
A Post-Pandemic Law Firm Sales Checklist
During the disruption of 2020 and early 2021, no law firm put its sales efforts on hold; most discovered and implemented new techniques,
Posted In: Business Development, Legal Sales
Tips to Launch Your Business Development to the Next Level
This article was first published May 4, 2021 in PinHawk’s Law Firm Marketing Brief. It’s all about the basics. Here are some reminders
Posted In: Business Development, Legal Sales
Law Firm Sales: Follow some simple scripts to achieve results
Building business is about building relationships. Every lawyer knows business development is an important part of being a member of the firm. And