What BD Efforts Are Actually Working?

November 15, 2021
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Growing a business during a global pandemic is no small feat. Business development has been particularly challenging for law firms because, maybe more than any other industry, firms have continued to rely on in-person connections and networking to build new business. But while the pandemic made in-person networking impossible, some law firms have thrived. What separated these high-growth firms from their no-growth competitors? As

De Novo Exclusive: “Where Does Good Culture Come From?” by GrowthPlay Founder Deborah Knupp

November 8, 2021
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Deborah Knupp is the Managing Director of GrowthPlay, a research-based sales effectiveness consulting and training firm. She has 30 years of experience as a business development expert working with leaders in the legal, manufacturing, accounting and financial services to align their people and business objectives to create cultures based on the...

The Case Against “Imposter Syndrome”

October 25, 2021
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Given that the legal industry is at least a decade behind the rest of the work world in acknowledging and attempting to address important cultural problems, I guess we should be grateful that legal publications and conferences now promote a steady stream of content designed to support women in their heroic battle against imposter syndrome. The problem is, the way this "syndrome" is framed — an individual problem that mostly women must overcome — is awfully...

De Novo Exclusive: “Are You Making the Most of Client Feedback?” by Benesch CMO Jeanne Hammerstrom

October 18, 2021
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Jeanne Hammerstrom is the Chief Marketing Officer of Benesch and has firm-wide responsibility for business development, client service and marketing communications. Jeanne is a frequent speaker and writer for the legal marketing industry.

When you consider the benefits of collecting and acting on feedback from your clients — the ability to preserve valuable relationships, spot potential problems and address...

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