LawVision INSIGHTS Blog

Author Archive : Craig Brown

Posted In: Uncategorized

How to Meet a New Prospect Without Cold-Calling

Orrick and other tech-savvy firms offer free advice and increase new business opportunities. Is your firm doing the same? For many lawyers, asking

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Posted In: Leadership Support, Strategy

PwC – What to do about it

As if the continuing flat market and stagnant growth for U.S. law firms hasn’t been enough, a new challenge emerged last month when,

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Posted In: Business Development Coaching, Training & Coaching

How to Coach Your Lawyers to be Rainmakers from the Inside

Business development directors and managers are often tasked with coaching lawyers but many don’t have a business development or coaching background. Despite interest

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Posted In: Business Development Coaching

When Someone Doesn’t Need Your Services: Change “I” to “We” 

Does your elevator speech leave people wanting? Do you hesitate momentarily before answering the question “So, what do you do?” Do you wonder

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Posted In: Strategy

What To Do When Your Prospect Objects To Your Fee

Fee objections happen often, but they are not always what they seem. Next time a prospect objects to your firm’s fees, think about

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Posted In: Leadership Support, Market Development, Practice Group Management, Training & Coaching

10 Trends Law Firm CMOs See Happening Right Now

In a recent roundtable meeting of CMOs from mid-sized regional firms, participants identified 10 trends they are seeing in 2017. 1. Uncertainty in

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Posted In: Business Development Coaching, Client Development

Getting Large Engagements From Your Best Clients May Be Easier Than You Think

I attended one of the best General Counsel panels ever this month at LSSO’s Raindance conference (which is, by the way, the best law

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Posted In: Training & Coaching

21 Rules for an Effective Business Lunch

I come from a skiing family – not a “luxury condo at Vail” kind of skiing family, but more of a “tromp through

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Posted In: Business Development Coaching, Training & Coaching

You Already Know ‘All You Need to Know’ to Get More Law Firm Clients

What is your number one obstacle to attracting new business? If you are like most of my clients, your answer is “time.” Lack

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Posted In: Business Development Coaching, Business Development Training, Talent Strategy

The One Thing You Must Do to Get Hired

More important than showing expertise, know-how, skills and experience Ask most inside counsel why they hire the lawyers they do and they’ll tell

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