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…
When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and apprehension. The…
A recent survey conducted by Chief Sales Officer Insights – a survey about achieving revenue goals – determined that a vast majority of companies are…
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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 some exist…
Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she lost two…