Posted In: Business Development, Client Service, Legal Sales
By LawVision on June 2, 2020
Okay, you planned to go to an industry conference to do some much-needed networking. You had high hopes of meeting new people, securing
Posted In: Business Development
By Silvia L. Coulter on May 5, 2020
I was speaking with a salesperson from a law firm a few weeks ago who was concerned if they would be able to
Posted In: Business Development, Client Service
By Silvia L. Coulter on February 6, 2020
Ask your clients for a copy of their strategic plan, or at the very least, a copy of the executive summary of the
Posted In: Business Development, Client Service, Organizational Structure
By LawVision on December 9, 2019
Second of two blog posts by LawVision’s Steve Bell, Silvia Coulter and Yvonne Nath In our previous blog post, we noted the emergence
Posted In: Business Development, Client Service, Leadership Support & Development
By Silvia L. Coulter on September 11, 2019
A multi-million dollar revenue-generating client deserves a strategic account manager. This is someone who day to day is building relationships across the client
Posted In: Client Service
By Silvia L. Coulter on November 14, 2018
Excited about launching a new client team program, an 800-lawyer firm had everything in place. Leadership from the top and key stakeholders were
Posted In: Strategic Planning
By Joseph B. Altonji on October 4, 2018
We’re just three weeks into the second decade since the crash of Lehman and the end of life as we once knew it
Posted In: Business Development
By Jim Cranston on August 9, 2018
A client recently asked me for guidance on an upcoming business development lunch that was obviously important to her. Her former colleague had
Posted In: Business Development
By Silvia L. Coulter on May 16, 2018
It’s really quite simple and yet over and over we continue to hear that of all professional services firms, law firms—specifically the legal
Posted In: Business Development, Client Service
By Silvia L. Coulter on April 25, 2018
I feel compelled to write this post about the importance of the relationship partner paying attention to the client relationship. In the past