Think about your most valuable client—a client you’d hate to lose. Can you recall a time you went way above and beyond for that client? Something…
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In recent blog posts, we mentioned many law firms are once again considering forming sales forces. And we also opined that sales professionals at a…
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Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’ Double black…
It’s a longstanding tradition in the legal business: Clients complain about law firms on subjects such as price, deficient client service, slow response times, and…
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When Business Development (BD) professionals and the lawyers they work with use the word “closing,” they primarily mean acquiring a new client or a new…
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at least should…