Tag Archives: Business Development

No Time for Business Development? Finding Those Extra 10 Minutes

Of all the excuses we dream up, ‘lack of time’ is at the top of the list. We know we should do more business development, but there never seems to be enough time and there’s all that client work to … Continue reading

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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

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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

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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

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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

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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

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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

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