To win new business matters or clients, the math necessitates engaging in many conversations with many people. How many? Here’s an example from a HubSpot study measuring LinkedIn networking connection requests and follow-up
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I was speaking with a salesperson a few weeks ago who told me their law firm opened a new office in a new jurisdiction in the U.S. and their concern was about whether or not they will be able to attract talent and clients. In six months they now know
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I want to impart the importance of networking now, as a new revenue cycle has begun and your connections are busy again. But, do you know who your real connections are, the ones that are in your corner that you need to nurture and stay top of mind?
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Let’s talk about networking, or for some, the lack of networking, that occurred during the pandemic and why we are urging you to not remain on the sidelines. We always first advise to pick up the phone. Conversing by phone is always the best way to get information from a connection. But the answer
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Having a plan makes good sense. And further, the Legal Sales and Service Organization’s Women Rainmaker Study (2019 marks the 4th study over a 7-year period) proves that having a plan and sticking to it helps women professionals
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Recently I had a conversation with a group of C-level individuals who are on a committee with me. The discussion turned to lawyers not collaborating as much as they should and as a result, the lack of success with “cross-selling.”
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Busy work schedules, COVID-19, hurricanes, fires, politics, unrest, senior care, and education from home—all interruptions to our daily already-busy lives. How does a busy services professional stay on top of potential revenue opportunities amidst the challenges that we currently face?
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A recent interview with the General Counsel of a global insurer reminds us that everyone can influence who gets the next matter. His comment was simply, “Every law firm has ‘team players’ on their website. I remember the kid who used to be hiding
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Firms are leaner than ever. After having gone through several years of cost-cutting and layoffs, firms are operationally strong and beginning to hire again. One area that seemed to make it to the final rounds at most firms, without too much chopping
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Before anyone hires an advisor they will likely perform an internet search to assess the advisor’s qualifications and persona. When performing an internet search on yourself, the top two search engine results should be the biography listed on your firm’s website
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It’s summer during a pandemic. You have vacation days planned, your target clients do too. It’s so important to disconnect from work! Yet, we professionals worry about keeping revenue opportunities moving while easing back on email,
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“It is this simple. You are a brand. You are in charge of your brand. Start today.” - Tom Peters, “The Brand Called You”. So many of us are single-mindedly focused on the day-to-day business of managing our careers and the performance metrics that tell us we’re succeeding at work: promotions, client or case
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We feel compelled to write about the importance of the relationship partner paying attention to their client relationship, and to their relationship with its service team. Over twelve months, Silvia worked with six lawyers who had each lost a client worth $2 million to $10 million annually.
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Professional services are sourced through relationship building. People will buy your expertise because they like, know and trust you. But how can you advance relationships for new opportunities when you are also performing work?
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Excited about launching a new client team initiative, an 800-lawyer firm had everything in place. Firm leadership and key stakeholders provided full support. Five partners with significant client relationships were appointed to serve as team leaders for the firm’s Top 5 clients.
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The pandemic has highlighted the need to reduce pressure on the partners. Law firms are woefully behind every other professional services businesses to hire sales people. A trained sales professional with a successful background will help any firm drive more revenue
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