What difference does a decade make? In the legal industry, which has often been voted ‘Most Resistant to Change,’ a lot and not much all at once. Ten years ago – almost to the day – I wrote a blog titled Law Firm Client...more
Only the most experienced skiers traverse trails marked by signs bearing two diamonds. These routes are reserved for the ‘best of the best.’ Double black diamond trails have fewer skiers and therefore provide opportunities to...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
Every lawyer gets it—they need to bring in business as part of their role as a lawyer and eventual business owner of the firm. Until someone literally walks them through the steps though, sales can be a mystery to many. Sales...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
Last week I had a conversation with a group of C-level individuals who are on a committee with me. The discussion turned to lawyers not collaborating as much as they should and as a result, the lack of success with...more
Become a Master Coach with our Certification Program: 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...more