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Archive for Business Development Category

Posted In: Business Development

Law Firm Business Development: Lose a Client; Gain Some Perspective – The 5+ Ws

You lose an opportunity for work after spending hours on an RFP or just hours and months on the sales process. Or you

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Posted In: Business Development

Getting Commitment: Start Small, and Build

Psychologists interviewing POWs after the Korean War discovered that U.S. prisoners held in Chinese camps were much more likely than their counterparts in

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Posted In: Business Development

Finding Career Satisfaction in Today’s Law Firms

A recent speech given by poet (yes, poet) David Whyte really emphasized the importance of being happy with yourself and in one’s career.

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Posted In: Business Development

Law Firm Business Development: Make The Most Out Of Informal Interaction

Well, the warmth has finally arrived here in New England this 4th of July weekend. Seriously. The high temperature last Sunday in Boston

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Posted In: Business Development

The 5 key components to a successful client team program (that are often overlooked)

We often hear “it didn’t work for us” or “we just can’t seem to get our client team program going.”  Have you tried

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Posted In: Business Development

The Top Ten Law Firm Business Development Don’ts

At a recent retreat I had a number of partners ask me “What are the top “Don’ts” of business development? While I prefer

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Posted In: Business Development

Understanding your Client’s Business: 7 Questions to Start the Process

I continue to hear from third party sources and even from our client’s clients through feedback engagements, that clients expect outside legal counsel

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Posted In: Business Development

Generating New Ideas for Staying Top-of-Mind with Clients and Key Prospects

You say cola, I say Coke. You say lip balm, I say Chapstik. You say tape, I say Scotch. It’s easy, automatic, almost

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Posted In: Business Development

The Many Paths to Business Development Success

I get concerned when senior rainmakers give business development presentations to their firm’s associates.  Why?  Because the message is often misconstrued by the

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Posted In: Business Development

The Four Ws of Business Development for Those Who Want to Take it to the Next Level

After two recent weeks of meetings with partners who are successful at business development and want to reach the next level of revenue

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