LawVision INSIGHTS Blog

Author Archive : Craig Brown

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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Posted In: Business Development Coaching, Business Development Training, Client Development, Training & Coaching

Is My Partner Stupid? Is My Partner a Thief? Cross-Selling Fears as Obstacles

  This is it, folks, this is what it’s all about.… This is for the whole megillah, for the whole ball of wax,

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Posted In: Business Growth Planning & New Market Entry, Training & Coaching

Why Your Strongest Contacts Are Not Always Your Best Contacts—and What to Do About It

In early March 1955, a young African-American woman refused to give up her seat to a white passenger on a Montgomery, Alabama, city

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Posted In: Business Development Coaching, Training & Coaching

Lack of Business Development Support May Be Just What You Need

I recently attended the Legal Sales and Service Organization’s Raindance Conference in Chicago, which, by the way, I highly recommend. The keynote speaker,

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Posted In: Business Development Coaching, Business Growth Planning & New Market Entry, Training & Coaching

Build Your Network Like a Roman: Now…Before You Need It

During the early days of the Roman Empire, the Romans lost a war. They lost because they couldn’t support and resupply their armies

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Posted In: Business Development Coaching, Training & Coaching

How to Ask for Work

“Teach me how to close…I need help with ‘the ask’.” This a common request from many of my new coaching clients. Many come

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Posted In: Client Development, Featured, Training & Coaching

Dropping Breadcrumbs: How to Use Mini-Value Propositions at Networking Events

Dear Jim, It was a pleasure to meet you at the North American Insulation Industry Conference last week. I hope our paths cross

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Posted In: Training & Coaching

Finding Clients by Telling Stories

On the morning of Halloween 2003, 13-year-old Bethany Hamilton was surfing close to her home on the island of Kauai. Bethany had big

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