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Social Impact for a Law Firm: Beyond the Basics

A profile of Vieira de Almeida, a Portuguese firm with social impact at its core Law firms are beginning to exhibit a more comprehensive...

Sales Professionals Find New Opportunities in the Legal Industry

Research over the past four years is showing a slow-moving upward trend with law firms hiring professional sales people. This trend...

How to sell your Legal Tech to Lawyers: By Making Them Sick to Their Stomachs

Of all the conversations surrounding legal tech and industry innovation, I believe the most deleterious of all is the idea that lawyers...

Procurement and The New Legal Buy/Sell Dynamic

Procurement's expanding role in the legal industry is changing the way legal services are bought and sold. Procurement is changing the...

Being a Lawyer and a Salesperson

There is no denying that there has been a change in the way the legal profession is practised. Not so much in technical aspects, but the...

Pretium facere: The Romans Understood Pricing Better Than We Do

The Latin term for price is pretium. However, closer investigation reveals that pretium also means ‘value’. In other words, the Romans...

Pitching, let the client do the talking

False customer urgency, shortterm growth Most companies say they use consultative selling strategies, but if you look at their actual...