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Great lawyering work – through the client’s eyes

Great lawyering work – through the client’s eyes

In order to be a great lawyer, you need to know the perceived level of importance clients attach to the work you do for them. You can disagree with a client’s characterization of what you are doing, but at the end of the day, it’s what the client thinks that matters.

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Valuable practices in professional services

Valuable practices in professional services

When you hire an accountant, a landscaper, or a financial planner to do work for you, what would your reaction be if they did not return your phone calls promptly or failed to ask you important questions about what you expect and what you want to accomplish? What if there were no personal connection and they did not seem the least bit interested in you personally?

What if they did not get things done when they said they would, and they sent you a bill for more than you expected to pay? What if they were working on an hourly rate basis, but seemed to have no concern at all for efficiency and had no creative strategies to minimize the time needed for the project?

For many lawyers, this list of behaviors is only modestly troubling. For clients, however, these behaviors characterize ordinary lawyers, not great ones.

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A lawyer’s most powerful business plan

A lawyer’s most powerful business plan

With more than 20 years of experience working in the legal market, she leverages market data, competitive intelligence and innovation design concepts to help lawyers rethink the way they create, deliver and communicate value to clients. The goal: to build better law businesses, increase the bottom line and make the practice of law more enjoyable.

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The one thing you didn’t learn in law school

The one thing you didn’t learn in law school

Early in our careers as lawyers we are taught what it takes to be called a great lawyer within a law firm: excellent research and writing skills, good negotiation and organization skills, consistent demonstration of scholarly insight, and a thoughtful (dare I say “innovative”) approach to solving legal problems. While there is certainly value in being recognized by your colleagues as a savvy technical lawyer, a terrific advocate, or a superb writer, these are—or should be—the skills of all lawyers!

To achieve true greatness, you must do all of these things, and more. You need to understand what makes clients see you as a great lawyer.

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Growing a professional services firm – from the heart

Growing a professional services firm – from the heart

With more than 20 years of experience working in the legal market, she leverages market data, competitive intelligence and innovation design concepts to help lawyers rethink the way they create, deliver and communicate value to clients. The goal: to build better law businesses, increase the bottom line and make the practice of law more enjoyable.

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How to target the buyer of legal services

How to target the buyer of legal services

Defining why your clients do business with you is key to client retention and revenue growth. Buyers always have a choice and it’s likely they work with you because of the value you provide. It is up to you to define what that value is to replicate those profitable relationships.

Understanding your buyer and articulating your value will help you differentiate your message. Many law firms have the same pitch. They claim to be service-oriented, client-focused, the best at what they do. Don’t swim in the sea of sameness.

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Your biggest competitors for legal services

Your biggest competitors for legal services

In addition to comparing the value of one lawyer to another, buyers of legal services are also looking outside the traditional law firm to find ways to address legal challenges in cost effective ways.

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The one thing you can do to differentiate your law firm

The one thing you can do to differentiate your law firm

Value is not measured in isolation. Buyers of legal services have many choices when it comes to addressing their legal needs, so value will always be a comparative measure.

Lawyers often think they compete against other attorneys who come from firms that are similar to their own. In today’s legal market, that theorem does not always hold true.

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How to make your role plays more effective

How to make your role plays more effective

Mike Kunkle is a training and organization effectiveness leader with more than 20 years’ experience conducting projects with one purpose – improving sales results. He is currently the Senior Director of Sales Enablement for Brainshark. Follow him at @Mike_Kunkle or connect with him on LinkedIn.

Role plays can be an effective learning and behavior change tool for sales reps. I’ve used this technique many times throughout my career and have found several best practices that can make a huge difference in how well they prepare the reps for actual sales conversations.

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