Earning business in today’s market requires a comprehensive set of skills, processes, and disciplines. How many of these traits of the complete modern rainmaker do you possess?
If you find the idea of pursuing new business daunting, you’re not alone. Many lawyers do. There are so many voices out there telling you so many different things to do that the cumulative complexity of the advice can feel overwhelming. Here’s how to simplify everything.
There are two roles in every sale. One role pretty much guarantees that you'll be a spectator, waiting in frustration for a decision. The other delivers sufficient value to prospects that they cooperate with you and keep you involved throughout. The good news is that you get to choose which role.
Most of us have the need to sell our ideas within our firms from time to time. Here's how to do it.