Posted In: Business Development, Legal Sales
Law Firm Sales: Prepare with the Best Intel
A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on January 4, 2023
A number of factors continue to transform the legal industry, including: a more sophisticated legal services buyer as experienced partners switch sides to
Posted In: Legal Sales, Uncategorized
By Silvia L. Coulter on October 2, 2022
General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on August 9, 2022
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” These are words every lawyer planning prospective and
Posted In: Culture & Diversity
By Silvia L. Coulter on June 6, 2022
We wrote about some of this in a prior year’s newsletter and felt it was worth repeating, particularly in light of the post-COVID
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on February 7, 2022
Recent interviews with several firm leaders (business professionals and lawyers) unveil that when it comes to success metrics, especially for the key client
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on December 14, 2021
Steffan, a second-year equity partner in a global law firm, was working with us to up his business development game. When we began
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on October 26, 2021
Renita, a non-equity partner in a global firm, was working with us to up her business development game. When we began working with
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on August 30, 2021
A better bet than hiring laterals? Research over the past six years is showing a slow-moving (slower than initially forecasted) upward trend with
Posted In: Culture & Diversity, Leadership Support & Development
By Silvia L. Coulter on July 6, 2021
This article was first published June 29, 2021 in PinHawk’s Legal Administrator Daily. There is nothing more rewarding for business leaders than helping
Posted In: Business Development, Legal Sales
By Silvia L. Coulter on June 28, 2021
Retaining and expanding existing clients must be, or remain, an essential strategic imperative for the survival of any firm today. Firms for years