Posted In: Business Development, Law Firm Resilience, Legal Sales, NewLaw Business Models, Profitability, Strategic Planning, Talent Strategy
By Michael D. Short on March 9, 2021
To say that we are in a period of change and transition is an understatement. About a year ago, we all went home,
Posted In: Business Development, Client Service, Legal Sales, Team Performance
By LawVision on March 1, 2021
This article was first published February 23, 2021 in PinHawk’s Legal Administrator Daily. Remember when “client team” referred to just the attorney’s billing
Posted In: Business Development, Legal Sales
By LawVision on February 15, 2021
As I’ve referenced in earlier blogs, there has been shift in law firms over the past few years from individual-focused business development initiatives
Posted In: Business Development, Client Service, Legal Sales
By Silvia L. Coulter on February 15, 2021
This post was first published February 9, 2021 by PinHawk’s Law Firm Marketing Brief. Client Advisory Boards can help your firm stay on
Posted In: Legal Sales
By Silvia L. Coulter on February 3, 2021
This article was first published January 26, 2021 in PinHawk’s Law Firm Marketing Brief. Despite COVID-19’s business interruption, competition continues, and the challenges
Posted In: Business Development, Client Service, Legal Sales
By LawVision on February 2, 2021
Recently, a client of mine (let’s call her Barbara) created a diagram for a prospect (Gary). It included a decision tree and pros
Posted In: Business Development, Legal Sales
By Steven M. Bell on December 16, 2020
This post originally appeared August 17, 2020 in PinHawk’s Legal Administrator Daily. By Silvia L. Coulter and Steven M. Bell Studies in the
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on December 16, 2020
This post originally appeared October 6, 2020 on PinHawk’s Law Firm Marketing Brief. A question for firm leaders: If there were a way
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on October 5, 2020
This article was originally published through PinHawk’s Legal Administrator Daily on September 1, 2020. The best use of any sales coaching investment is with
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on September 16, 2020
This article was originally published through PinHawk’s Legal Administrator Daily on April 22, 2020. By Silvia Coulter and Steve Bell Law firms have long