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Business Development

Follow this channel for smart insights on business development strategies and tactics for lawyers and law firms today. Writers in this channel include coaches, consultant, marketers, lawyers, and... more +
Follow this channel for smart insights on business development strategies and tactics for lawyers and law firms today. Writers in this channel include coaches, consultant, marketers, lawyers, and others with deep experience in biz dev for legal professionals  less -

Is Your Firm Filled With Open-Minded People?

by Valorem Law Group LLC on

Pedantic is defined as “narrowly, stodgily, and often ostentatiously learned a pedantic insistence that we follow the rules exactly” and “unimaginative, dull.” You’ll see in a minute why I began with this definition. I...more

How (And Why) to Personalize Your Lawyer-Client Connections

by JD Supra Perspectives on

Getting to know the personal interests, concerns, and desires of the people for whom you do legal work is essential. ...more

Five Common Mistakes Law Firms Make When Entering a New Market

by Hayse LLC on

A dynamic law firm growth tactic involves opening an office in a new geographic market. To move a firm into virgin territory requires careful thought about issues that go beyond simply hiring new lawyers. Indeed, expanding a...more

Share Your Reader Data With Your RFP Team - Content Strategy Quick Tip

by JD Supra Perspectives on

An excellent content strategy tip from Bryan Cave's CMO, Kathleen Flynn: compare your JD Supra reader data against past, present, and future RFPs. Identify the legal issues and concerns that resonate with readers in companies...more

Client Q&A: Rich Cohen

by Wicker Park Group on

Interview With Rich Cohen, President and General Counsel - Corporate Creations - Corporate Creations is the third largest provider of registered agent and compliance services nationwide for Fortune 1000 companies,...more

10 Trends Law Firm CMOs See Happening Right Now

by LawVision Group LLC on

In a recent roundtable meeting of CMOs from mid-sized regional firms, participants identified 10 trends they are seeing in 2017....more

Vanilla. Tastes good, but It’s a Bad Way to Market.

by Valorem Law Group LLC on

If you spend any time reading law firm websites, you soon come to one conclusion: all of them were written by the same person. We know this because all law firms say the same things–best schools, best lawyers,...more

Law Firms Lose Clients Because of Poor Client Service. What Do They Do About It?

by Valorem Law Group LLC on

Truth be told, nothing. Well, at least nothing of consequence. Oh sure, there is the occasional in-house program on client service and websites are edited to talk about the firm’s commitment to client service. But if you...more

A Seminar on the Cost of 6 Minutes

by Valorem Law Group LLC on

Really? I just received an invitation to a seminar that stresses that the average attorney bills 6 minutes per day less than they did two years ago. Six minutes a day! According to this invitation, that costs firms more than...more

Strengthening Relationships: Give Your Clients Exactly What They Want With a Bespoke, Private CLE

by ON24 on

Any opportunity to interact with a client outside a specific engagement is priceless. Private-client CLEs provide an ideal platform where any question can be asked, any issue broached, and everything is on the table....more

Improving the Odds in Law Firm Merger

by Hayse LLC on

Law firm mergers remain popular as law firms everywhere seek an edge. Despite the high interest in merger as a difference maker, law firms considering merger need to be careful-merger can be fraught with risk. Indeed, it is...more

Law Firm Business Development:  CMO Success Factors

by LawVision Group LLC on

At a recent meeting of about 20 mid-size to large firm managing partners, someone asked, “What do you consider the most important success factors for your firms’ CMOs? I’d like to communicate these to our CMO so she has a...more

Boutique Retail Hotels: Introducing The New Meaning Of “In Room” Shopping

by Goulston & Storrs PC on

In this ever changing world, retailers are continuing to invent new ways to highlight their products, provide customers with an interactive experience and to stay competitive. We have previously discussed strategies used by...more

“Our Clients Don’t Want AFAs.”

by Valorem Law Group LLC on

When I have the opportunity to speak, I ask participants and co-presenters about their experiences with alternative fees. Better than half the time, I am told “my clients don’t want alternative fees.” I always ask whether...more

What Lawyers Need to Know: Sales and Marketing Are Not the Same Thing

by JD Supra Perspectives on

Law firms need to define these functional roles in a way that separates their responsibilities clearly....more

An Unexpected Gift at an Unexpected Time

by Wicker Park Group on

If you are like me, most weeks you find and save an article or two about legal marketing and business development. This past week, while sifting through the stack, I was reminded of a scene from the movie Finding Forrester....more

Law Firms Must Sell Services Better: Here’s Why and How

by Prosperoware on

Price Takers and Price Makers - The latest Am Law 100 survey results are cause for concern: at a mere 1.5 percent, the growth of revenue per lawyer is at its lowest in years. Combined with stagnant growth, work moving...more

Content from PK Law: 5 Questions with Ken Jacobs 9Round

by Pessin Katz Law, P.A. on

After receiving an employee severance package from Air Products in Sparrows Point, Ken Jacobs and his wife Julie considered numerous franchise concepts before settling on 9Round, a kickboxing gym that is rapidly expanding....more

The Quality of Your Questions Determines the Quality of the Answers

by Valorem Law Group LLC on

Back in January, I copied a portion of an article that provided a list of questions lawyers should ask themselves. It was an interesting list of questions, but I was struck by how the wording of the questions could cause...more

5 Keys to Resolving Law Firm Crisis

by Hayse LLC on

Realizing that your law firm is in crisis can be unsettling, to put it mildly. Take heart, though crisis is a concerning condition, it need not be fatal. Crisis can arrive in many different ways. At times it is the...more

Six ways firms can fix their oversupply problem

by Adrian Dayton on

Years ago, my family and I were in a near-fatal car accident. As we crested a hill in our van, traffic was stopped in front of us. I still remember the moment of decision, like slow motion, watching my Dad’s white knuckles as...more

Strategic Planning in Uncertain Times: A “How To” for Businesses

by Seyfarth Shaw LLP on

If you are a company whose growth, profitability, operating costs or business model is directly or indirectly affected by what happens in national politics, how are you prepared to engage in effective business and strategic...more

The Dollars and Sense of Cleaning Up Your CRM Data

by Chris Fritsch on

Few people will disagree that good CRM data is essential for effective marketing. Despite that fact, bad data has become endemic in marketing databases everywhere....more

GC Survey Says: Among Law Firms, The Bar Remains Low for Key Client Service Differentiation

by JD Supra Perspectives on

A recent survey of Bay Area in-house counsel shows that law firms that implement value-added programs will differentiate themselves and increase profitability....more

Getting Large Engagements From Your Best Clients May Be Easier Than You Think

by LawVision Group LLC on

I attended one of the best General Counsel panels ever this month at LSSO’s Raindance conference (which is, by the way, the best law firm BD conference in the country). John Cunningham is a master at running this “rapid...more

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