Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can…
I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver asked me…
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I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap…
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It seems law firms everywhere are going back to basics. Who are we and where are we going? What is our strategy? What are we…
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I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder many lawyers…
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When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer…
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