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Opening doors is easy….when you have the right keys

To thrive, law firms continually need to add new clients that can grow over time to become strategic accounts. In addition, new or revised firm strategies require a law firm  to re-thinking what the client base should be...more

How to Install a Sales Process at Your Firm

If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and expressed interest. When a specific need arose, somehow the buyer thought to reach out to your...more

Driving Law Firm Revenues: Quick Tips for Making Client Teams Successful

Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to… Originally published...more

From Client Teams to Strategic Account Management:  Measuring the Costs and Returns of SAM

Second of two blog posts by LawVision’s Steve Bell, Silvia Coulter and Yvonne Nath In our previous blog post, we noted the emergence in the public accounting sector (and hopefully in the legal profession) of a new era of law...more

From Client Teams to Strategic Account Management:  The Next Wave in Law Firm Sales

Lingering and debilitating flat revenue growth at the vast majority of law firms is convincing law firm leaders to accelerate efforts to professionalize sales and business development, according to speakers at several...more

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