LawVision INSIGHTS Blog

Archive for August, 2014

Posted In: Training & Coaching

Business Development for Lawyers: Giving and Taking

The concept of givers and takers is an interesting one. Just the other day someone who is a taker called to ask me

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Posted In: Business Development Coaching, Training & Coaching

Client Perceptions: The Value of Knowing Non-substantive Needs

In a recent post on how to deal with fee objections, I posited that the key to navigating pricing pushback lies in understanding

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Posted In: Strategy

What Are “Best Practices” Right Now?

When discussing significant changes to just about any aspect of their operations with a law firm leadership team, we know that someone will

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Posted In: Business Development Coaching, Training & Coaching

Closing Business: First Understand the Four Stages of a Business Relationship

Just knowing people isn’t enough in today’s competitive legal market.  I often hear from clients, “she’ll definitely call me if she ever has

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Posted In: Strategy

Why So Much Un-Executable Strategy? Part 2…

A few weeks ago we focused on the first reason why so much strategy in the legal world fails at the implementation stage

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Posted In: Business Development Coaching, Training & Coaching

Selling value: How to land clients when your set fee seems too high (Why price doesn’t matter)

Lawyers don’t like talking about price. Angst over pushback on fees is common among the lawyers I meet in my training seminars. While

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Posted In: Strategy, Talent Strategy

How to Avoid Random Acts of Training in Small & Mid-Size Law Firms: Lessons From Big Law Professional Development

It’s old news: Clients don’t want to pay to train junior associates. With increasing pressure on realization rates and a heightened focus on

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