Staying on Track and Giving Back with Bill Spruill
Roger Arnold Says The Worst is Behind Us in Greece
A Better 2012 for BigLaw (With Big Asterisks)
Retaining and growing existing client relationships and building new business. That’s basically the business development strategy on which most firms are, or at least should be, focused. It is a sound strategy indeed, but...more
Creating a sales forecast (aka pipeline report) is an essential element of business development. With a sales forecast, it will be much easier to keep focused on active pursuits, revenue goals, and where to invest limited...more
Before starting my law firm, I had made many different employer changes over the years to the point that my position as the head of my law firm is the longest time I’ve been employed in one place and that’s only 5 years....more
Prior to starting my own law firm, I had made many different employer changes over the years to the point that my position as the head of my law firm is the longest time I’ve been employed at one place and that’s only 7years....more
In the old adage of journalism, the important questions to answer with any story are “who, what, when, where, how and why.” My last two posts explaining revenue recovery programs explained the “why” — why they can be...more
For years, cross-selling has been seen as the almost unreachable holy grail of law firm business development. Firms know if they can figure out how to cross-sell their services they can increase revenue substantially and...more
Is Your Firm Among the 13%? Emulating the Fastest-Growing Firms in the New Legal World - The November 2014 issue of The American Lawyer headlined with an engrossing article by Aric Press entitled “BigLaw’s Reality...more
Is your firm missing its revenue targets? Is firm leadership struggling with marketing and business development investment decisions? Is it clear to the lawyers what the marketing and business development department can do...more