Rainmaking is not magic — it’s a discipline. While some individuals seem naturally gifted at bringing in business, the truth is that rainmakers cultivate specific…
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Henry Ford famously said, “Nothing happens until somebody sells something.” In law firms, we might add that nothing happens until somebody buys something. And for…
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The art of product development at law firms To thrive, law firms continually need to add new clients that can grow over time to become…
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A recent conversation with a general counsel who voluntarily left his position reinforced the importance of why we all need to stay connected. In today’s…
When it comes to sales at law firms, simpler is better, largely because the owners of these unique businesses place the highest priority on their…
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In today’s competitive legal market, simply knowing people isn’t enough. I often hear from clients, “She’ll definitely call me if she ever has a legal…
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