To thrive, law firms continually need to add new clients that can grow over time to become strategic accounts. In addition, new or revised firm strategies require a law firm to re-thinking what the client base should be...more
In recent blog posts, we mentioned many law firms are once again considering forming sales forces. And we also opined that sales professionals at a law firm is a concept that can work. That’s why we were so honored by the...more
Understand the business. That, as BTI Consulting CEO Michael Rynowecer has reported for years, is an attribute that General Counsel and other buyers of legal service demand from their favored outside laws firms....more
Law firms are slowly but steadily adding client-facing business development and sales professionals to their ranks and very often placing them under the leadership of Chief Marketing Officers (CMOs). Quickly, these CMOs see...more
During the pandemic, buyers of legal services not only increased the number of Requests for Proposals (RFPs) issued, but also deployed new technologies to automate the buying process and heightened their focus on a firm’s...more
As LawVision’s Jim Cranston suggested in a recent article—Five reasons why a sales professional at your law firm can work—firms continue to contemplate the addition of business professionals skilled at winning new business....more
The most common six-word phrase in use at law firms? “What charge code do I use?” Perhaps I exaggerate to make a point. But if you’ve led a department or practice group at a law firm, you’ve heard these words often and know...more
In light of events of the last 20 years, most law firms long ago developed crisis, security and business-continuity plans that already are in motion. Chief Marketing and Business Development Officers around the nation and...more