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There is no question that we are doing business in a VUCA environment. VUCA is an acronym we don’t often hear in the legal industry. It stands for volatile, uncertain, complex and ambiguous, and was coined by the U.S. Army to describe the post-Cold War world. When you think about what has been happening in the legal services industry for the last decade, you could say we have been operating in our own VUCA environment. Buyers of legal services are more sophisticated than ever and are redefining the meaning of value, some are involving procurement professionals in the buying process. At the same time, we see the rapid advancement of artificial intelligence and its applications to our industry. And competition is accelerating and coming from new entrants to the marketplace.
By John J. Buchanan
While it’s great to create a ton of content, without any kind of plan or guide, your content (and messaging) is all over the map. In order for your content to have real impact and to effectively support your firm’s business development goals and objectives, you need to have a “content strategy.”
By Mike Mellor
Nine ways you may be hindering your efforts to win new legal business, and a few ideas on how subtle improvements can maximize both success and overall win rates for firms and attorneys.
By Jennifer Bettencourt
Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. When relationships fail to progress, it is most often due to a lack of follow-up.
By Michelle Calcote King
Instead of the “Did X for X” format, law firms must embrace a more strategic — and effective — approach by writing case studies in a “mini story” format that focuses on typical client pain points and illustrates the firm’s unique value propositions.