Tag: sales

  • Lawyers – ask why they buy, not why they didn’t

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    Intelligent Challenge
    in

    Have you ever thought about the reason people choose to buy legal services from a particular firm? Sure, if you’re a lawyer in practice (or a business development professional at a law firm) you may have spent some time debriefing why you lost a tender, but have you actually talked to some clients to find…

  • The future of law firm sales?

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    Intelligent Challenge
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    Inspired by a recent dialogue on Twitter between Mike Ames (@Mike_Ames_Flair) and I (@intchallenge), I was struck by the similarity of some of our messages to law firms on the thorny subject of sales (talking about “client development” is much easier…). After posting some linked blog posts, we decided it was time to experiment with a…

  • Top 5 sales FAILS (for lawyers)

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    Intelligent Challenge
    in

    In a fit of New Year’s good intentions (see last week’s post on resolutions) I’ve been scouring the Internet to find out how to be a better blogger. All for your benefit my friendly reader… Anyway, one of the suggestions I found (which I liked), was “write a list post”. I wondered what an earth…

  • Law firm elves (the missing skillsets)

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    Intelligent Challenge
    in

    As snow continues to bathe the United Kingdom in its cold fluffiness, and our transport infrastructure predictably fails to cope, I’ve had plenty of time  to think up a suitably Christmassy post for this festive week. Now Santa Claus(e) is pretty busy at this time of year, arguably busier than even the most stressed managing partner. Sure, cash…