Landing a meeting with a new potential client can feel like a big win. But you still have the most important bridge to cross to reach your final destination. And that is coming face-to-face with the ...

Pitching for business is one of those crucial lawyer skills that doesn't have much to do with being a lawyer. It's hard to do well, but the potential payoff is huge. For lawyers and firms that enjoy ...

My last article on How to Deliver the Perfect Client Pitch was very well received, and so I’ve decided to follow up with a post on other tactics I use to close sales. Your client needs to know you’re ...

In every law firm, business development professionals focus on one question: what differentiates our offering from the rest so that a client or potential client will choose us ahead of the competition ...

Garbage in, garbage out is a good rule to follow in pitching ideas to clients. Gone are the days of holding clients hostage while you throw out one idea after another, hoping at least one idea sticks.

If you ever get the opportunity to help a client pitch venture capital funders, go for it. Even if you don’t actually shake loose some greenbacks, the experience and feedback are priceless. I had such ...