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.”
Read More
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.
Read More
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.
Read More
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
Read More