Sales

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…

Inside a Legal Entrepreneur’s Mindset

Why visionaries and innovators will flourish now. Square-peg disruptors don’t fit in traditional, round-hole law firms. Anyone who, at their core, is a true entrepreneur or innovator will bridle at boundaries and…

Sales Glue

Market erosion and survival of the innovative means adopting a sales culture. Last fall, I attended a seminar on legal services procurement that dealt with the topic of sales. Of the 49…

Groundhog Day Restart

Groundhog Day is your still-early-in-the-year chance to change your behaviour. Groundhog Day conjures up thoughts of rodents forecasting spring’s arrival. It’s also the name of a 1993 movie about a misanthropic weatherman…

Procurement: Part 2 — Pricing

Part two of a three-part series on how procurement impacts law firm selection. Pricing is a major factor in the procurement process that enables clients and firms to find mutual advantages by…

Procurement: Part 1 — Evaluation and Process

Part one of a three-part series on how procurement impacts law firm selection. Procurement has become a determining force and deciding factor with respect to which law firms get the work. On…

Living in Interesting Times

Law firms that ignore marketing in favour of trendier business concepts risk going the way of the dodo. “May you live in interesting times” is not a blessing. It’s a curse in which…

Adopting a Sales Mentality

Most law firms are late in adopting a sales mentality and need to get on with it fast. Other professional disciplines, such as accounting and consulting adopted a sales culture over 20 years…

Managing Your Sales Pipeline

Recognizing ideal clients, enabling their entry into your sales pipeline and managing the process. Qualified leads, strategic pricing and legal project management are all important elements of a well-managed sales pipeline. And…

Selling Law as a Commodity

Professional sector feeling squeeze to cut costs. By Daryl-Lynn Carlson, Law Times, November 2007 Everything from court backlogs to choosier clients are forcing many law firms to seek means to reduce costs….

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