Business Development Pipeline Management Technology
Today’s top talent is not only interested in compensation but in skills development that helps them advance through their careers. Is your firm enabling the next generation of talent to...
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Business Development Pipeline Management Data Visualization Technology Lawyer Engagement
The business structure of professional services firms is likely much like a corporation’s, with distinct departments for administration, operations, marketing, and finance. But there’s a...
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Business Development Pipeline Management
In early June, I discussed the state of business development with a group of legal marketing and business development experts during a virtual session of the LSSO Global Sales Summit. They...
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Business Development Coaching Pipeline Management Marketing
Historically Rainmakers have been - and often continue to be - heroes at their law firms. And with good reason. Their seemingly effortless ability to regularly bring in large clientsis a...
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Business Development Pipeline Management Technology
It’s no secret that one of a firm’s greatest business development assets is its existing client base, yet across the industry firms continue to struggle with cross-selling. And that...
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Business Development Pipeline Management Productivity
In today's volatile marketplace, many law firms are losing their independence. According to Altman Weil MergerLine, 2019 was a record-breaking year with 115 combinations, a number of which...
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Business Development Pipeline Management Productivity
Most sales people have a traditional sales funnel designed to churn through hundreds of thousands of leads. They start with their total addressable market (TAM), narrow their suspects...
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Law firms that have implemented formal sales pipeline strategies generate more revenue than those who don’t. But it is the lawyers themselves who have to put in the work to land...
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