Business Development Key Performance Indicators Coaching Pipeline Management

Competition today is fiercer than ever as professional services firms increase their investments in the technologies that can help them attract, target, and acquire new business. Firm...

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...

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....

Business Development Technology

To bolster their sales function and empower their business developers, many professional service firms spend considerable time weighing software options, sitting through demos, and sourcing...

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...

Business Development Post-pandemic Business Tips

In our first Post-pandemic Business Tips post, I shared how a recent encounter with a friend and client taught me to gauge a person’s physical contact comfort level before automatically...

Business Development Marketing

If you’re wondering why business development is so hard, it’s because you may be contributing to a system that treats its prospects poorly. 

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 clients is a...

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...

Business Development Post-pandemic Business Tips

I hadn’t seen my friend and business client Emilio since before the pandemic, but there he was at the shopping center across the street, walking in my direction. I called his name...