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Ackert Blog

Use the Banana Principle to Improve Business Development Results

 

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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How to successfully implement Pipeline Management at your firm

 

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 prospects, create opportunities, work these opportunities, and...

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Case Study: Pipeline Management Success at Cole Schotz P.C.

 

Erica Rodriguez-Roman shares her strategies for success in increasing lawyer engagement in business development, managing her technology stack, and achieving meaningful ROI.

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How to Prioritize Your Professional Contacts into a Pipeline

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Video: Practice Pipeline – the business development tool that lawyers actually use.

Practice Pipeline is a business development tool designed just for lawyers. Its simple, clutter-free interface collects and organizes your lawyers' business development pursuits into a single dashboard, keeping them keep most important clients,...

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How to Improve Business Development Results (And Not Break Your Budget)

It is becoming increasingly difficult for law firms to consistently generate leads through traditional business development strategies. After all, the legal market itself is undergoing a fundamental paradigm shift, as market disruptors rear their...

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How to Win and Manage Client Relationships With Pipeline Management

Law firms are increasingly using CRM systems to help track their marketing and business development efforts. Despite CRM providers’ attempts to build pipeline tools, CRM utilization rates remain low among lawyers - the primary business developers...

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Why You Should Use a Simple Pipeline Management Tool for Lawyer Business Development

 

70% of law firms use a CRM system, according to a recent study. But despite widespread market penetration, CRM systems are primarily used by the marketing and business development departments, with utilization rates as low as 5% among lawyers.

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