LawVision INSIGHTS Blog

Posted In: Business Development

Want to Land the Next Big Client at Your Firm? Understand Buyer Roles

Business development is most effective one-on-one and focused on building key relationships but big clients usually present themselves in the form of complex

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Posted In: Talent Strategy

Finding Your Next “A” Team: What Attracts NextGen Lawyers to Your Firm?

As law firms continue to face maturing partnerships and impending baby-boomer retirements, many leaders are left wondering how best to position their firms

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Posted In: Business Development

Using Your Smart Phone for Smart Business Development

One of my 2015 New Year’s resolutions is to utilize technology to improve my business (the other is to lose weight).  Since there

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Posted In: Business Development

Key Client Planning: Listening to the Voice of the Client

I often ponder the fact that we can’t change lawyers’ minds about fees and the fact that fees are not the primary criterion

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Posted In: Go To Market Strategies and Analysis, Strategic Planning and Implementation

Trendspotting Part II: Macro-Trends and Changing Client Preferences

One month into another new year, partners are turning their attention (perhaps belatedly) to their plans for 2015. Energy is at an all-time

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Posted In: Go To Market Strategies and Analysis, Governance and Management, Leadership Development, Strategic Planning and Implementation

Worst Play Calling in the History of Sports? Or Law?

As I write this less than 24 hours after the stunning end of Super Bowl XLIX, the consensus has completely firmed: Seattle’s decision

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Posted In: Business Development, Coaching

The Secret Weapon When Trying to Land a Large Institutional Legal Services Client: Enlist, Train and Deploy a Champion

“Identify the decision maker” is a common mantra for people pursuing work from institutional prospects. However, few organizations and buying processes are simple

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Posted In: Business Development, Coaching

My Top Ten Client Questions

A general counsel once said to me “I’m amazed how many of the firms I work with fail to ask me about my

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Posted In: Talent Strategy

Are You Part of the 8 Percent? 4 Questions for Law Firm Leaders

For those of you who religiously follow the LawVision INSIGHTS blog posts – and I know you do – in accordance with my

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Posted In: Strategic Planning and Implementation

The Role of Profitability in a Strategy

In the ever-evolving and dynamic world of strategy development, some poor practices are still being repeated and I want to begin 2015 by

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