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
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
If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and expressed interest. When a specific need arose, somehow the buyer thought to reach out to your...more
A recent survey conducted by Chief Sales Officer Insights – a survey about achieving revenue goals – determined that a vast majority of companies are still flying by the seat of their pants when it comes to formalizing,...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
Demand for legal services is materially down after a few extremely flush years, according to a recent “state of the legal marketplace” presentation at Thomson Reuters’s Marketing Partner Forum (MPF). At cash businesses such...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
During the disruption of 2020 and early 2021, no law firm put its sales efforts on hold; most discovered and implemented new techniques, including, of course the pervasive Zoom sales meeting. Now, as business normalizes a...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