Eric Dewey shares his notes, and valuable General Counsel insights, from the 30th Annual Thomson Reuters Marketing Partners Forum....more
Ninety-two attempts out of 100, on average, fail to generate an engagement. Why don’t lawyers sell their services better than that?...more
Eric Dewey looks at four key selling situations for lawyers and law firms, and how to best approach each of them for success....more
Having a strong understanding of your client's business, their operations, their industry, and their challenges is critical to becoming a trusted advisor. Not only does it enable you to better serve your client, but strong...more
Avoid creating sales pressure by learning these common mistakes to avoid....more
There is no way to guarantee a lateral's clients will make the move to a new firm. But a series of questions can examine the quality of these relationships and the likelihood that the client will move with the lateral...more
Simply put, sales enablement builds business development cultures in law firms....more
Eric Dewey shares the key questions you should be asking as you identify the best clients for cross-selling your service....more
As a practice group leader, there is one task that you should prioritize above all others. Eric Dewey with a perspective....more
A checklist of specific tasks that support professionals can do for an attorney to help them in their business development efforts....more
Eric Dewey offers an expansive, thoughtful, and creative list of work-at-home activities for lawyers, including a list of smart business development action items....more
Make it stick: Eric Dewey explains how to deploy a BD training program in your firm that works over the longterm....more
Short, yes-or-no questions that can help you determine whether your practice groups are optimizing their business development efforts....more
From Eric Dewey, four key considerations for any lawyer trying to decide which specialty area they should focus on for marketing and business development purposes....more
Eric Dewey with a thoughtful perspective on how mindset impacts an attorney's business development approach (and subsequent successes or failures) and what can be done about that....more
For most attorneys, business development success depends upon how well you manage three factors....more
Law firm leaders interested in a succinct description of the marketing, business development and client development functions of the firm might be interested in this graph courtesy of Group Dewey Consulting....more
Networking is dead. It's been dead a long time. Thank goodness all I've ever really needed to be successful were my connections....more