Whether new to business development, or a weathered veteran, you will inevitably confront the challenges inherent to identifying opportunities and securing new work. Professionals typically start the process with the opportunities that are most...
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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 were high-profile, high-volume mergers.
2020 already has...
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I've never much cared for rejection, yet I find myself on both ends of it every day. As a business developer, I am constantly reaching out to prospects and clients with the intention of creating new business opportunities. And as a business...
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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 down to prospects, and convert some percentage of those...
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Consider this: your clients have business problems. And while the legal and financial components to those problems may drive the need for your services, they are not your clients' primary focus. They are the occasional obstacles that can...
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It is often said that the only things you can truly count on are death and taxes, but when it comes to business development, there is another surety.
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I know a lot of attorneys. But when I was out with friends the other night, and one of them asked for a referral to a good lawyer, John's name popped into my head, and I sent the business his way.
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