Practice Pipeline Blog

The changing nature of law firm business development

Collaboration is the Key to Business Development

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How to successfully implement Pipeline Management in your firm

How to Successfully Implement Pipeline Management at Your Firm

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Market Leaders Podcast with Cynthia Voth, Miller Nash Graham & Dunn

Episode 3: Business Development and Firm Structure

 

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Market Leaders Podcast with Kathleen Flynn, Bryan Cave

Episode 2: Collaborative Culture

 

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How to Improve Business Development Results (And Not Break Your Budget)

It is becoming increasingly difficult for law firms to consistently generate leads through traditional business development strategies. After all, the legal market itself is undergoing a fundamental paradigm shift, as market disruptors rear their...

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How to Win and Manage Client Relationships With Pipeline Management

Law firms are using CRM systems to help track their marketing and business development efforts. Despite CRM providers’ attempt to build pipeline tools, CRM utilization rates are low among lawyers - the primary business developers within law firms.

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How to Bill Fewer Hours Without Getting Fired

Nobody ever said being a lawyer was easy. In this hypercompetitive landscape, lawyers are being pressured to bill more hours than ever, stay at the office later, and somehow manage to fit in time for business development.

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Using the Psychology of Gamification to Increase Business Development Engagement

The concept of gamification has been growing in the technology world for years, and many businesses are adapting game systems to increase workplace productivity in a multitude of different initiatives. From marketing outreach to business...

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"I can't send another email – I'll seem like a stalker."

According to BTI Consulting, it requires up to 14 "touches" before a prospect will engage a firm for a new matter. But most lawyers quit after the first unsuccessful attempt to follow up. Their pursuit is thwarted by that creeping feeling that...

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Top 4 Business Development Predictions for Law Firms in 2017

While business development is a primary revenue driver in most other industries, it has remained an afterthought in law firms – until recently. According to Thomson Reuters’ 2017 Peer Monitor survey, 90% of marketing and BD professionals indicate...

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