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

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 findContinue reading “Lawyers – ask why they buy, not why they didn’t”

The future of law firm sales?

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 aContinue reading “The future of law firm sales?”

Top 5 sales FAILS (for lawyers)

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 earthContinue reading “Top 5 sales FAILS (for lawyers)”

Law firm elves (the missing skillsets)

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, cashContinue reading “Law firm elves (the missing skillsets)”