Despite the critical role they admit business development is likely to play in their future success, a new survey reveals nearly half of Big Law’s new partners report having received no formal training in business development before or after their promotions. And they’re worried about it. These are lawyers at large firms where you’d think […]
Every sales situation is different, but generally speaking a lawyer’s “selling” effort should be authentic and progress up what many call “the ladder of communication effectiveness”. This ensures each contact a lawyer makes is becoming more personal, more effective. If your contacts with a prospect or referral source are heading down the ladder that means […]
