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Law Firm Sales: Reach Out With Gratitude

Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client, is rewarding for the recipient. The inherent message is “you matter.”...more

Law Firm Sales: Preparing for Client and Prospect Meetings to Win

These are words every lawyer planning prospective and existing client visits needs to take under advisement. Busy lawyers tend to run from meeting to meeting, many ‘winging it’ when it comes to building relationships to win...more

Law Firm Sales: Keeping in Touch is Everyone’s Job

I felt compelled to write this blog about keeping in touch. I am amazed at how many people who have been laid off or furloughed who have reached out to our team over the past few months. To me, this is similar to reaching out...more

Ten Tips to Add Octane to Your Business Development/Client Retention Activities

In tough economic times, business development takes on added importance. Here are some truly simple, yet often overlooked ways of adding some fuel to your business development activities. These tips are for seasoned...more

Law Firm Business Development: Be Confident and ASK

Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development. They forget to ask for the business. My client, a young partner with an outstanding book of...more

Law Firm Talent Retention: Culture Matters

Millennials, Gen-Xers, Baby Boomers, Silent Generation, etc. Much has been written and I dare say speculated about why things are not working well between the generations. This includes such generic statements such as,...more

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

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

Law Firm Revenue Growth: Business and Market Intelligence Keeps Client Teams Moving Forward

Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can pursue new opportunities for gaining more client share was another one of the...more

Law Firm Business Development: Advice from a Taxi Driver? Read On!

I recently arrived in DC and grabbed a cab to the law firm where I had a meeting. En route, the cab driver asked me where I went to college. I told him and then asked him the same question and he told me he was currently...more

Law Firm Selling – Presenting Bios with Pizzaz!

I’m going to start this post off by saying lawyers test the absolute highest of all professionals in skepticism. So it’s no wonder many lawyers have their own thoughts about the effectiveness of their firm bio and more...more

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