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Archive for Business Development Coaching Category

Posted In: Business Development Coaching, Training & Coaching

Law Firm Professional Development: The Importance of Trust

An element that is rarely included in professional development and related business development curriculums in law firms is the topic of “trust.” Trust

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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, Training & Coaching

Yes, Virginia, Law Firms are Hiring Sales Professionals!

The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals.   What?  Really? From

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

Law Firm Business Development: Be Confident and ASK

Speaking with a client today, I was reminded of one of the most common mistakes lawyers make when it comes to business development.

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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, Business Growth Planning & New Market Entry, Training & Coaching

Legal Business Development: A Roadmap for Growing the Top Line

As we’ve all heard before, law firms can improve the bottom line in two ways; 1) by cutting costs, and 2) by increasing

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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 Development Coaching, Training & Coaching

Law Firm Business Development: Turn “NO” Into an Opportunity!

I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never

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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 Development Training, Training & Coaching

Law Firm Business Development: Nailing the Fundamentals

It is one of the simplest yet often hardest questions to answer— “What do you do?” Having a crisp answer can often be

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