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
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
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
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