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Tag Archives: Business Development
How to Measure Your Sales Pipeline
Firms tend to measure sales predominantly. This is understandable. Sales are important and the figures tend to be indisputable. But might this measure discourage sufficient activity in developing the sales pipeline? One firm I worked with found that it took, … Continue reading
Posted in Business Development and Selling
Tagged 10-point scale, BD, Business Development, cross selling, pipeline, pitch
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Business Development Training in Law Firms Isn’t Working!
This stark headline is based on an online survey with 29 partners and 17 BD directors in different firms. Rather disturbingly, 50% of the partners said they either received no training in business development or said the training wasn’t effective. … Continue reading
BD Survey Reveals Partners are from Jupiter and BD Directors from Saturn
An online survey reveals that partners in law firms and BD directors have very different views of the world of business development. It’s as if they’re from different planets. Here are three stark examples: How much time should be spent … Continue reading
Posted in Business Development and Selling
Tagged BD, BD investment, BD support, Business Development
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Not Investing Enough Time in Business Development – Survey Reveals
Benchmarking Study on BD Practices in Law Firms – Main Findings Here are some initial and somewhat disturbing findings from a survey amongst 30 partners in law firms. Firstly partners admit that they are not spending as much time as … Continue reading
Coaching Lawyers Using the Inner Game Technique
I’ve spent much of the last 10 years coaching partners and senior associates to become more effective in their business development roles. In this work I’ve become increasingly aware that the self critical outlook of lawyers is part of the … Continue reading
Lawyers – Don’t Focus on Selling – Help Buyers Buy!
I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading
Posted in Business Development and Selling, Fee Negotiating, Networking, Strategy
Tagged BD, Business Development, buyer, buyer-centric, Lawyer, needs
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Don’t ask clients what they think – they might tell you!
Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading
What Law Firms Could Learn from Singapore Airlines
I’ve just had my first experience of travelling Business Class on Singapore Airlines. In the back of my mind I had thoughts that they had a good reputation. Upon returning I checked this out and they claim to be … Continue reading
Building a Successful New Practice Group – a detailed study into why most initiatives fail and the factors critical for success
Most firms are finding it difficult to build new practice groups and are disappointed at the rate of progress. Many blame the fact that their firm’s ‘brand name’ works against them. But we were not sure that was a valid … Continue reading
Tony Reiss 
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