Getting in the green is about making sure that, as an attorney, you’re focused on selling your services; of course, like Kermit the Frog said, it’s not (always) easy being green.


Law firm management is taking a much closer look at the productivity of their attorneys, not only in the quality of their work and the number of hours billed, but at what they are doing in law sales. The focus in many firms has become about the money - and the money that they want to see will come from new clients.


If you are still on board in your firm, it is critical that you expand your business development efforts to make your bar association and community participation more focused on future prospects. If you prefer to speak or write, double the effort. If you have not asked your current clients what you can do to meet their needs, do it now. These practices will not only help you keep your current position, but prepare you for the next downturn.


Being actively engaged in attorney selling – and knowing that you have what it takes to close the sale – will keep you in the green. With the right sales strategy, you just might start to wonder what Kermit was talking about!

This entry was posted on Monday, June 22nd, 2009 at 5:19 am and is filed under Business Development. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.