When she was in Lewis Carroll’s Wonderland, Alice faced confusion everywhere she turned. Efforts were constantly made to misdirect her and, at times, it seemed impossible that Alice would find her way back home.


Some lawyers feel equally thwarted in their efforts to develop new business. Legal sales leadership should provide all of the support, research, graphic design, and tools necessary for the lawyer who is selling services. It is crucial, however, to remember that law firm selling is a highly focused, one-on-one activity that must be internally directed.


In order to find success in business development, much like Alice, individual lawyers must decide which advice to take and determine which of the available tools and strategies are necessary. They must be willing to experiment, to perfect their tools and strategies, and then get out to develop a strong network and to pursue new business opportunities.

This entry was posted on Thursday, March 18th, 2010 at 12:53 pm and is filed under Legal Sales Leadership. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.