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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