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
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
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
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
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
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
“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