LawVision INSIGHTS Blog

Archive for March, 2013

Posted In: Training & Coaching

Selling Legal Services: A great listener begins with great questions

Here’s a scenario.  You make an appointment to see a new doctor and after introducing herself, she immediately begins to pitch you on

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Posted In: Talent Strategy

Fortune 100 General Counsel Recommended Reading: Examining the Relationship between Leverage and Lawyer Satisfaction

When the General Counsel of a Fortune 100 company recommends a book to me, I listen.  Accordingly, when DuPont General Counsel Tom Sager

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Posted In: Business Development Coaching, Training & Coaching

Negotiating Your Way to Business Development Success

Lawyers can be brilliant business generators.  Even if one is not the savvy extroverted networker, any lawyer with good lawyering skills can be

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Posted In: Practice Group Management, Strategy

Solving the Great Partner Compensation Puzzle – Promoting Teamwork (Part 4)

In my last three blogs I have been focused on the ability to solve the “teamwork puzzle” in a law firm and the

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Posted In: Business Development Coaching, Training & Coaching

Law Firm CMO/CBDOs: Staying On Course

I was thinking of you Chief Marketing and Chief Business Development Officers out there as I was reading an aviation magazine recently to

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Posted In: Training & Coaching

Is Selling Legal Services All That Risky?

In our business we often hear “lawyers are risk-adverse and therefore don’t like to sell since it’s putting themselves out there to potentially

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Posted In: Leadership & Culture Assessments, Strategy

Why Can’t We Do Both?

Four hours into a recent, heated session with the Strategy Committee of a thoughtful mid-size firm, I was pointedly reminded of the primary

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