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Features
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.
Features
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.
Features
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.
Features
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…
Features
At a time of great debate on traditional versus social media and the best means of contacting prospective clients, it is worth examining the essentials of successfully pitching a reporter on your law firm's news.
Features
Over the years, the author has observed many common mistakes that law firm management makes, and he now identifies the five most common ones so that they may be recognized and avoided.