Culture as a Competitive Advantage

Posted on April 13, 2021 by Silvia Coulter

A strong, powerful and constructive culture has a significant impact on a business’s ability to differentiate, to offer top-shelf client service, to attract and retain talent at all levels of the organization, and to reach new levels of profitability. Regardless of how technology continues to help the legal industry reinvent itself from a mature industry to an updated and thriving industry, culture and people will remain a key driver of any firm’s long-term success. As a strategic imperative, creating a constructive culture of success takes much more than words on a strategic plan, or words at a retreat with then no future actions. The very fabric of firms’ cultures is being frayed through the disruptive and changing climate. The leaders who effectively manage change and underscore those values and beliefs that drive culture will find their firms still standing long after many others have failed.

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The Practice Group Leader's Role in Sales Management

Posted on March 15, 2021 by Silvia Coulter

The role of practice group leaders is changing. More than ever, retention and growth of existing clients and new business development are vital to any firm’s stability and growth. As firms place more business development demands on partners and senior associates, it is crucial to provide the support they need to track and strategize about new pursuit opportunities and focus on closing new engagements. Creating that support structure shows that the firm values and supports their lawyers’ business development efforts and helps create a pathway to success.

 

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Law Firm Leadership for Business Professionals

Posted on November 24, 2020 by Silvia Coulter

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 defined a good leader, and which characteristics defined a bad leader? Looking back on all or part of one’s career and the leaders experienced along the way will hopefully help you to become a stronger leader. This blogpost from Silvia Coulter of LawVision provides a cheatsheet with some essential pointers.

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Law Firm Business Development: Where to Invest Sales Coaching Dollars

Posted on September 1, 2020 by Silvia Coulter

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 includes rainmakers. In fact, rainmakers, with some framework and direction, may increase their book of business to even more significant levels.

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Client Feedback: Considerations for Client/Referral Source Selection Process

Posted on August 11, 2020 by Silvia Coulter

In a client-focused firm, obtaining client feedback is an essential part of shaping your firm's culture and strategy.  This week, Silvia Coulter of LawVision offers some pointers for considerion when choosing which clients you should include in your firm's feedback program.

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Law Firm Leadership: Living the Values of Greatness

Posted on July 20, 2020 by Silvia Coulter

Are you a good leader, or are you a great leader? What makes the difference? In this week's blog post, Silvia Coulter shares some tips about important leadership traits based on her observations of great law firm leaders over the course of her career.  

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Law Firm Business Development: Differentiate to Win Meeting Opportunities

Posted on May 18, 2020 by Silvia Coulter

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 see the need for firms to focus on this particularly in light of the fact that e-alerts, blogs, and other notifications are delivered to clients’ inboxes to the count of 50+ a week.

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Law Firm Business Development: Building a Sales Team

Posted on February 26, 2020 by Silvia Coulter

With some exceptions, lawyers hate or at least dislike selling. And, they are generally not as good at it as a sales professional with a successful track record. Some firms are realizing the enormous benefits of hiring salespeople and building a sales team. While there may be some initial backlash against management for heading in this direction, strong sales professionals can quickly change partner thinking.

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