Posted In: Business Development, Law Firm Resilience
Closing Sales Open Loops
When Business Development (BD) professionals and the lawyers they work with use the word “closing,” they primarily mean acquiring a new client or
LawVision INSIGHTS Blog
Posts Tagged ‘client service’
Posted In: Business Development, Law Firm Resilience
Old (But New Again) Growth Strategies for Driving Firm Revenue
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at
Posted In: Law Firm Resilience, Profitability, Uncategorized
Your Partner FICO Score for Managing Performance
Law firm leaders constantly seek more effective and transparent measures to assess and boost their financial performance. Although traditional metrics such as effective
Posted In: Business Development, Uncategorized
Optimizing Your Business Development: Choosing Wisely Among Networking Events and Other Activities
I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn
Posted In: Business Development, Client Service, Law Firm Resilience, Legal Sales, Strategic Planning
Sharpening Your Law Firm’s Industry-Based Sales Strategy
Over the last two decades there has been a proliferation of practice groups at most firms. Some are practice-specific, fewer are industry-focused, and
Posted In: Business Development, Law Firm Resilience
Business Development Strategy: When Your Client Loves Another Firm Better
Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she
Posted In: Business Development, Client Service, Law Firm Resilience, Leadership Support & Development, Research, Intelligence & Data Science, Strategic Planning
Be an Info Hero at Your Firm: How to Propel Your Career by Learning Basic Business Analysis
Law firms’ increasing focus on user experience creates a tremendous professional opportunity for law firm marketers and business developers. For a long time,
Posted In: Business Development, Law Firm Resilience, Strategic Planning, Uncategorized
The Golden Rule of New Client Acquisition
To protect existing revenue streams, successful law firms invest heavily in client service, satisfaction, and relationships. But what about future revenue streams (aka
Posted In: Business Development, Client Service, Law Firm Resilience
If you don’t know what CX is . . . you need to read this!
There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale
Posted In: Business Development
Closing Business: Four Stages of a Business Relationship
A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using