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How to Choose the Target, and Then Hit It!

It’s a longstanding tradition in the legal business: Clients complain about law firms on subjects such as price, deficient client service, slow response times, and unacceptable outcomes. Meanwhile, lawyers grouse about...more

Look to Firm Strategy for Guidance in Preparing Next Year’s Client Development Budget

It’s budget season – one of the toughest times for law firm client development leaders because they are asked to allocate a finite amount of dollars across a seemingly limitless range of possibilities. The job is made even...more

How Law Firm Leaders Help Their Teams Ring the Cash Register

As soon as a new lawyer joins a law firm, they get wind of the fact that acquiring new clients and finding new work at existing clients are key to promotions and increased compensation. Likewise, lawyers who become firm...more

Law Firm Leaders: How to Turn Key Clients Into Strategic Accounts

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the book, provides guidance on...more

From Client Teams to Strategic Account Management:  Measuring the Costs and Returns of SAM

Second of two blog posts by LawVision’s Steve Bell, Silvia Coulter and Yvonne Nath In our previous blog post, we noted the emergence in the public accounting sector (and hopefully in the legal profession) of a new era of law...more

From Client Teams to Strategic Account Management:  The Next Wave in Law Firm Sales

Lingering and debilitating flat revenue growth at the vast majority of law firms is convincing law firm leaders to accelerate efforts to professionalize sales and business development, according to speakers at several...more

Law Firm Business Development: Taking Your Role as a Business Developer to Higher Levels

“I need the client development professionals to get us 90%, or at least 80%, of the way to the finish line!” This is a refrain that I increasingly heard from partners during a long tenure as a client development leader,...more

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