If you struggle to collect what you bill, you have a sales problem. The collection problem is merely a symptom, and a consequence, of the underlying sales problem.
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It's easier to get more work from an existing client than it is to get a new client....more
After years of investing in marketing, sales training and internal sales support, sales management is the next organizational function for law firms to develop....more
Mike O'Horo on what lawyers can learn about business development planning from General Motors' recent factory closure and layoff news....more
The embryonic law firm sales function is undergoing change at a dizzying pace. But the language of the current sales debate suggests that many participants still don't appreciate the degree. ...more
What does it take to be a great rainmaker, able to generate millions of dollars in business - each year, reliably?...more
There is no demand for legal services. ...more
Too many lawyers let anyone into their pipeline who can fog a mirror. Here's how and why to free up time for better prospects....more
Law firms need to define these functional roles in a way that separates their responsibilities clearly....more