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Over the past 20 years, I have sat in various sales/BD/marketing positions helping to coach consultants, auditors, and for the last 10 years, attorneys in developing their books of business. While many of the “normative behaviors” in the industry tend to mean well, there are numerous subtleties to business development and sales that are often overlooked — an issue inferred from numerous pitch selection, feedback and review processes. Below are 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 Joel A. Rose
Due to a law firm’s team-oriented approach to business development and client service efforts, it is not always clear who should logically and most efficiently serve as the billing partner for a client or a particular client matter. A person should only be a billing partner if he or she is or will be performing the functions outline herein.
By Arnold Keiser
Almost anyone willing to develop the qualities necessary can become a rainmaker.
By Marcie Borgal Shunk
A new crop of leaders is gearing up to take the helm. Like their brethren before them, they have little in the way of formal experience or training for the roles they are about to inherit.
By Dan Packel
The World’s Largest Firms Turned In a Second Straight Year of Robust Revenue Gains Amid Near-Universal Progress
Mergers, rapid growth among Chinese law firms, and a healthy American market coalesced to turn 2018 into a spectacular year for the world’s largest law firms.