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
As soon as a new lawyer joins a law firm, they get wind of the fact that acquiring new clients and finding new work at existing clients are key to promotions and increased compensation. Likewise, lawyers who become firm...more
Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the book, provides guidance on...more
In light of events of the last 20 years, most law firms long ago developed crisis, security and business-continuity plans that already are in motion. Chief Marketing and Business Development Officers around the nation and...more