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Tag Archives: law firm business development

25-Plus Predictions for the Legal Industry in 2015

predictions legal 2015

Predictions about the future might appear to be difficult, but Niels Bohr, and perhaps three other influential people, might have been astonished to learn we have been fortunate to compile a long list of rather pragmatic predictions for the legal industry in 2015. Given this is the second year we’ve compiled a list of year-end predictions – from legal professionals ... Read More »

3 Takeaways from the Arc of Law Firm Business Development

Law Firm Strategy is fundamentally about change

Amid a competitive environment and tepid recovery, law firms must shift their growth strategies from a traditional marketing focus to one of business development.  That was the key lesson we heard during a webinar presented today on how to grow a law firm in a tight economy. Presenters Doug Johnson of Catapult Growth Partners and Mo Bunnell of the Bunnell ... Read More »

Webinar: Framework to Grow a Law Firm in a Tight Economy

How to Grow a Law Firm in a Tight Economy

Amid a back drop of the “Big Reset” – and the tight economy that followed – Doug Johnson lays out key challenges for law firm marketing and business development in an article for The Journal of Legal Marketing, titled The Future of Marketing & Business Development. Those challenges are: 1. Translate modern marketing practices into techniques lawyers can use: “The ... Read More »

Can Rainmaking Be Taught in Law Firms?

Can Rainmaking Be Taught in Law Firms

Can rainmaking be taught? There are credible arguments on both sides. “Learning to sell is a skill,” wrote Gaston Kroub in the first of a series on Above the Law. “One that can be learned, and one that must always be nurtured.” Mr. Kroub also says those skills can grow “stale” as the business dynamics change. In addition, selling skills ... Read More »

Business Development:  Evolution or Revolution?

Business Development Evolution or Revolution

When competition for mind share and market share is fierce, how do you differentiate your firm to your clients?  This year’s Legal Sales & Services Organization (LSSO) event, held last month in Chicago, tried to address the challenge of how law firms can create value. I had the opportunity to meet with one of LSSO’s co-founders, Beth Cuzzone, to discuss ... Read More »

SlideShare Friday: How Business Clients Select Law Firms

SlideShare Friday How Business Clients Select Law Firms

Selling legal services isn’t about technique and traditional selling skills are not applicable.  So says Cordell Parvin in the SlideShare presentation embedded nearby titled: How Business Clients Select Lawyers and Law Firms.  The presentation is this week’s Friday Share. Mr. Parvin is a veteran attorney, turned rainmaking coach.  He regularly publishes content related to marketing and client development such as: ... Read More »

Embrace Your Law Firm Clients: 3 Ways to Make More Rain

Embrace Your Law Firm Clients 3 Ways to Make More Rain

Altman Weil’s recent 2014 Law Firms in Transition survey reminds us that many firms see the pace of change accelerating with clients as the catalyst. 34% of law firm leaders identified corporate law departments as the force most likely to lead change; 32% chose technology innovation; and, 15% selected non-law-firm providers of legal services. Only 10% of respondents believe that ... Read More »

12 Essential Metrics for Law Firm Rainmakers

law firm rainmaker metrics

There are two overarching components to running a profitable law firm according to Stephen Fairley of The Rainmaking Institute. Those components are the right people and the right systems. People run the systems he said, but the systems run the law firm.  Removing either of these components and it becomes even more challenging to maintain a financially successful law firm. ... Read More »

Slowly Being Fired: 3 Tips for Law Firm Business Development

BTI consulting, law firm business development, law firm CRM

“Corporate counsel drop 7 firms from their law firm rosters,” emphasizes BTI Consulting Group in its just released report on Corporate Counsel Management Strategies.  And the news gets more challenging:  “Overall legal budgets remain relatively flat and any increases seen are going straight to internal resources.” Add to client pressure on billing rates, which may have been frozen or even ... Read More »

Law2023: Seven Technology Opportunities for the Future of Law

Law2023 Seven Technology Opportunities for the Future of Law

Beneath the threads of the current legal industry storyline, there’s a sense of fatigue.  There are only so many “disruption” or “xyz is dying” stories, conferences and webinars an industry can take before becoming numb. This is what makes the Law2023 project so interesting: The underlying message is similar, but the positioning is dramatically different. The projects participants, “appreciated the ... Read More »