Mike O'Horo explains the perverse dynamic at play when firms hire lateral partners, and what's really at stake.

Do you feel fear and anxiety when trying to close a sale? Here's how to eliminate it.

Before you can draw a line in the pricing sand, you have to have a replacement source of revenue.

Lawyers know they have to stay in contact. Otherwise, you risk missing out on work simply because too long of a gap between communications made the client or prospect forget you. But too many lawyers struggle to generate relevant welcomed ...

Unless you're creating sales opportunities, or converting sales opportunities, you're hanging out on the sidelines with the other nonplayers.

If you’re committed to “serving sales” — to your clients and prospects — to facilitate more lucrative and loyal relationships, then you have to reserve your senior sales and marketing professionals a seat at the table.

Marketers of anything who fail to learn prospective buyers’ motivation are doomed to fail.

Regardless of the buyer's or seller's gender, there is a reliable way to communicate when selling your services.

When sending a series of follow-up emails to prospects, many lawyers get anxious about how well they’re balancing persistence against the risk of being perceived as pushy and turning off the prospect. This is a legitimate concern. However, you ...

In an issue of Strategy+Business, management guru Tom Peters suggests a number of books he considers valuable to read. In the interview, he quotes a respected business leader friend who argues that the No. 1 problem with big company CEOs is ...