Posted on May 4, 2021 by Silvia Coulter
It’s all about the basics. Here are six essential pointers that will help keep your business development efforts moving forward.
Posted on February 9, 2021 by Silvia Coulter
Client Advisory Boards can help your firm stay on top of changing industry trends and clients' expectations. Advising your strategic account teams on how best to add value is just one of the many benefits the firm will receive from a board of top clients who care about your firm's success as one of their business's legal providers.
Posted on January 26, 2021 by Silvia Coulter
Despite COVID-19’s business interruption, competition continues, and the challenges facing a mature legal industry continue. Challenges historically present new opportunities. One of those opportunities is to examine the firm’s marketing and sales processes. For most firms, the marketing support systems are all in place—web site; public relations, marketing technology, social media, etc. With a bit of ongoing updating, the marketing systems are set, and the firm’s marketing resources do not require frequent and costly overhauls. The new focus must be on building an effective sales team and culture.
Posted on November 3, 2020 by Silvia Coulter
Being successful with business development in a law firm often comes down to fostering the right positive attitude. Silvia Coulter of LawVision offers some key pointers about how to make that happen in your firm, starting with proactive engagement with your key stakeholders.
Posted on October 6, 2020 by Silvia Coulter
A question for firm leaders: If there were a way to quickly establish relationships with buyers at companies desired as clients, expand work at existing clients, collapse the sales cycle, increase top-line revenue, take some of the pressure off of talented rainmaking lawyers, and add business professionalism at the firm, would you consider making an investment?
Posted on September 14, 2020 by Silvia Coulter
No matter which time of year you choose to conduct a client meeting, it will be welcomed by clients. And, it helps energize members of the firm when they have good meetings with clients. These obviously are not meetings for which you charge a fee, but rather meetings which focus on the relationship with the client or contact. Whether it’s the beginning of a new year to review the last year’s activities, or the end of a year or mid-year to check-in, here are some basic pointers to consider in scheduling your next round of client meetings.