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CLOSING BY THE NUMBERS - It often comes as a surrise in legal sales that potential clients are not out looking for you. And you need to overcome the obstacles - a prospect's resistance. In our newest white paper, CLOSING BY THE NUMBERS we look at 14 best practices in the fine art of closing. These are the tactics needed to cross the goal line and include: * How Closing goes Beyond "You're Hired." * How…
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What steps can your firm take to reduce the risk of loss or fraud as it relates to IOLTAs? Also, what must be done to meet your state's client trust account record-keeping requirements? This article covers the basics and will help you think about what changes your firm should consider to protect against IOLTA loss or fraud.
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Law practice management, meet legal productivity, or, as the San Diego developers have dubbed it: social practice management. Welcome to MyCase.
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The primary objective of a business meal is to make a connection, to demonstrate that you are a likeable and trustworthy business partner. Do this right and you'll get additional opportunities for face time.
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With the tanking economy and subsequent contraction in the legal profession, the only way for firms to increase revenue is to gain market share. This means everyone is expected to contribute to the business development game.
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Video and audio/podcast files are quickly becoming the most preferred method of content sharing, and it doesn't look as if anything can stop the juggernaut.
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The notion of client teams has been around for two decades. Now we are becoming more intentional about the diversity of teams for both business development and service delivery.
There's an old saw, in the public relations business, about what you say to a new client for whom you haven't delivered what he or she expected in the first month of the contract. 'It's in the pipeline,' we used to say. It meant that we'd spent that first month understanding the firm and its story, developing the press material, planning the strategy and making presentations to the media. The groundwork. And in the second month, presumably, it would all come to fruition.
LEGAL SALES TRAINING - Last year's Closers Group survey of law firm attorneys and marketing professionals found that "closing skills" was most often cited as missing from attorney sales training. If you are going to "get 'em out there," closing must be taught and practiced. Throughout the business development continuum, law firms often find a key component missing -- the lawyers themselves, whose expertise ought to be (but isn't always) driving the sales process. In the…