Business Development

The Value Conversation

Legal services clients will define value during a conversation, but what they value is often not what you think it is. Unless you’re clairvoyant, you won’t know what a client values. Neither…

Modern Approaches to Networking: Webinar

All relationships worth having need to be nurtured, developed and leveraged. This is why networking is an important key skill. Learn how to network effectively while working remotely, add value to your…

When Sales Becomes Value

The transition from enabling sales to providing value requires that you stop being a hunter, and instead, think and act like a farmer. There’s a peculiar notion within traditional law firms that…

Creating a Law Practice Micro Niche: Webinar

Legal market differentiation has never been more important than it is right now. Niche and micro-niche practices are differentiators that enable one-of-one positioning in the legal market. Webinar Presentation On Tuesday, December…

Managing the Client Connection Challenge

Now more than ever, good client management works hand-in-glove with cultivating a vibrant practice – and requires diligent execution on savvy business development techniques. Done right, business development leads to client management….

Delivering Value Matters More Now

How ‘surprise and delight’ boosts your brand and bottom line. While the common denominator of pickles, French fries and apples would appear to be food, McClure’s Pickles, Five Guys Burgers & Fries,…

Legal Marketing Now

Helping others is the greatest act of legal marketing you will ever do.

When Silence is Deafening

The appalling continuation of client neglect. I’ve been gritting my teeth in frustration since reading Clio’s 2019 Legal Trends Report. Along with examining factors of law firm growth, KPIs and other metrics,…

Embrace the Rebels

Law firms risk market erosion by ignoring the audacious in their ranks. A philosophy exam (likely mythical) is said to have posed a one-word question: “Why?” While one answer might be “Because,” any…

Party On!

If you plan to party, party with a plan. The annual weeklong International Trademark Association meeting is drawing to a close. This year, INTA was held in San Diego. Having had various…

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