A unique value proposition (UVP) helps prospective clients understand what differentiates you from other lawyers. It is a marketing tool that helps to set expectations of what prospects can expect when they hire you. Most UVPs focus generally on service
In competing for work, expertise and experience are the table stakes for playing in the legal services game. But a deep understanding of the business, its operational culture, the internal politics, its industry, and how decisions are made inside the
Research says that individuals only retain about 10% of what they are taught in-classroom training. In fact, it’s estimated that half of classroom learning is lost within the first 24 hours. While this type of instruction is still required as
Recent research from BTI Consulting suggests that in house counsel are contacted by law firm partners only 26 times per month. That’s less than once a day. They hear more from car warranty companies than they hear from you.
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Referrals are the lifeblood of a healthy practice. In fact, 85% of the work that comes to the top-performing lawyers came through referrals – from inside the firm, at first, and increasingly from outside the firm as you get better
Presentations to win work are at the core of the firm’s business development initiative. No other initiative is as important or as exhilarating as winning a hard-fought pitch. Preparing for these critical meetings takes time and careful thought. But a
Lateral hiring performance in large law firms have achieved mixed results, at best. The 2015 ALM/GDC study, Surmounting the Lateral Partner Hiring Challenge, found that only 28% of lateral partner moves brought 100% of the clients expected to port over.
Website features the largest business development knowledge and course library in the industry
DAVIS, California, September 2019 – A new eLearning website for business lawyers offers a fresh and innovative approach to legal marketing and business development training. Designed specifically
Business development is a top growth strategy for most law firms. But to be successful, firms need to build a ‘culture of business development’, something aspired to by many but rarely achieved. A culture of business development requires instilling in
Have you ever wondered why a company fails to engage a lawyer (any lawyer) to fix a problem for which they clearly need a solution? Or, why a company doesn’t follow through on an easy opportunity you’ve presented to them? Have