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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