It’s really quite simple and yet over and over we continue to hear that of all professional services firms, law firms—specifically the legal professionals, are absolutely the worst at meeting with clients on a regular basis....more
I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more
Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can pursue new opportunities for gaining more client share was another one of the...more