As I sat down to begin the workshop, my client provided me with some insights about their team. I listened attentively as they shared anecdotes…
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…
I read a great article in the Harvard Business Review on networking. In “Don’t waste your time on networking events,” author Derek Coburn suggests that…
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If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and…
“I’ve been a marketing/communications professional for years and – given this economy – I am feeling the need to demonstrate value. Sales professionals have revenue…