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Law Firm Business Development: Turn “NO” Into an Opportunity!

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I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more

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Lack of Business Development Support May Be Just What You Need

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I recently attended the Legal Sales and Service Organization’s Raindance Conference in Chicago, which, by the way, I highly recommend. The keynote speaker, Jeff Kaplan, PhD of the J. Alan Group, spoke about a growing trend in...more

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Law Firm Business Development: Share Insights

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Many of our clients ask us to help them with presentation skills and we’re more than happy to comply because this is an important skill to develop. But, there is a time and a place for “presenting.” I contend that presenting...more

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