No matter which time of year you choose to conduct a client meeting, it will be welcomed by clients. And, it helps energize members of the firm when they have good meetings with clients. These obviously are not meetings for...more
Many business professionals seek the role of leader. As we know, there are many more not-so-good leaders than there are good leaders. What makes the difference? Think about the leaders in your life. Which characteristics...more
A question for firm leaders: If there were a way to quickly establish relationships with buyers at companies desired as clients, expand work at existing clients, collapse the sales cycle, increase top-line revenue, take some...more
Business research and analysis is one of the core competencies that law firms need to have on board as they seek to build out relationships with important existing clients and to…...more
Whether it’s COVID-19 or another current pressing issue that provides a firm’s lawyers with an opportunity to reach out to clients, be mindful to differentiate your firm from others who are delivering similar messaging. We...more
This article was originally published through PinHawk’s Legal Administrator Daily on July 20, 2020. Many law firm professionals aspire to be leaders at either the practice, department, office, or firm level. As we know, there...more
Below are suggestions for consideration when choosing clients to include in your firm’s client feedback program. When considering these criteria, it is also useful to examine clients/referral sources over a five-year...more
Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to…
Originally published...more
The best use of any sales coaching investment is with the individuals at the firm who are both interested in continuing to build their business development skills and who are already successful at business development. This...more
In a soon-to-be-published book about strategic account management (sometimes called “key client planning”) for law firms, we have assembled a good deal of detailed technical advice for building and operating a Strategic...more
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
We have the opportunity to work with many great partners from many firms to help them with their relationship-building and sales pursuits. One thing has become crystal clear—no matter how skilled at rainmaking many are, from...more
I was speaking with a salesperson from a law firm a few weeks ago who was concerned if they would be able to attract talent and clients after opening an office in a new jurisdiction in the U.S. Within six months the answer...more
Protecting your firm’s hold on its important clients and talent is more critical now than ever before. Three key areas to focus on: talent, business retention and growth. First, every firm is reaching out to clients and good...more
There have been some good blogs and newsletters written about staying connected to clients and good contacts. Some of our clients and contacts are asking, “This is all helpful but I don’t know what to say.” So here are some...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
A multi-million dollar revenue-generating client deserves a strategic account manager. This is someone who day to day is building relationships across the client organization, helps the lawyers with introductions to C-level...more
I was speaking with a sales person from a law firm a few weeks ago who told me the firm opened a new office in a new jurisdiction in the U.S. and their concern was about whether or not they will be able to attract talent and...more
Firms are leaner than ever. After having gone through several years of cost-cutting and layoffs, firms are operationally strong and beginning to hire again. One area that seemed to make it to the final rounds at most firms,...more
Three discussions over the last two weeks have reminded me about the importance of making yourself known and invaluable. The first was a conversation with a client during a client interview. The client said, “You know, my...more
Excited about launching a new client team program, an 800-lawyer firm had everything in place. Leadership from the top and key stakeholders were strongly supporting the focus. They appointed five partners who had significant...more
It’s really quite simple and yet over and over we continue to hear that of all professional services firms, law firms—specifically the legal professionals, are absolutely the worst at meeting with clients on a regular basis....more
I feel compelled to write this post about the importance of the relationship partner paying attention to the client relationship. In the past twelve months, I’ve worked with six lawyers who have lost clients worth $2...more
Time to take some pressure off the partners. Law firms are woefully behind every other professional services business to hire sales people. A trained sales professional with a successful background will help any firm drive...more
Coaching is becoming a profession within the legal profession. Learning to become a business development coach or to refine your coaching skills to help lawyers reach their full potential for developing business is a great...more