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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 Steve Salkin
Creating an Environment Attractive to Diverse Lawyers Where They Can Rise to the Leadership Level
A roundtable discussion with four prominent leaders in law and recruiting who weigh in what firms are doing — and can do — to create environments that are attractive to diverse lawyers and enable them to rise to the leadership level.
By Phillip Bantz
Assess your legal departments regularly to find and fix inefficient spending and work habits while also implementing new tech solutions now — before it’s too late.
By Robert M. Jason
This article provides a general introduction to social media influencers and discusses common tax issues arising on the income side of the equation. What is taxable income? What happens if the influencer’s compensation is paid in equity?
By Jamie B. Field
Data is taking over our lives. And preceding that is all of the applications and technology that exists that helps us measure that information. But technology and data are not going to be the only growth drivers of a firm in the future. What’s going to become most important in the face of the technological changes that are occurring in law firms is a lawyer's "soft-skills."