Mike O'HoroLawyers: You won the beauty contest. So, where’s the work?We’ve all seen it: After a lengthy sales process or competition, the client selects your firm; you win. However, weeks turn into months…Mar 11, 2020
Mike O'HoroLoyalty: Insider vs. outsiderLoyalty cuts both ways. You want your clients to be loyal and remain with you. Yet you also want other lawyers’ clients to be less loyal…Mar 10, 2020
Mike O'Horo“Product-centrism”: Another self-created business development barrierTalking about your product or solution creates obstacles to getting business. Talking about your prospect’s business problem creates a…Mar 3, 2020Mar 3, 2020
Mike O'HoroLawyers: Pricing & project management help from a software geekDespite some lawyers’ insistence to the contrary, few of the challenges that lawyers encounter are unique to the law business.Feb 25, 2020Feb 25, 2020
Mike O'HoroLawyers: You won the beauty contest. So, where’s the work?We’ve all seen it: After a lengthy sales process or competition, the client selects your firm; you win. However, weeks turn into months…Mar 11, 2020
Mike O'HoroLoyalty: Insider vs. outsiderLoyalty cuts both ways. You want your clients to be loyal and remain with you. Yet you also want other lawyers’ clients to be less loyal…Mar 10, 2020
Mike O'Horo“Product-centrism”: Another self-created business development barrierTalking about your product or solution creates obstacles to getting business. Talking about your prospect’s business problem creates a…Mar 3, 2020
Mike O'HoroLawyers: Pricing & project management help from a software geekDespite some lawyers’ insistence to the contrary, few of the challenges that lawyers encounter are unique to the law business.Feb 25, 2020
Mike O'HoroLawyers’ clients: “I’m not in the business of buying legal services.”During the 20-year bull market for legal services that ended in 2008, it probably seemed to many lawyers, particularly those in BigLaw…Feb 18, 2020
Mike O'HoroTop 10 deadly sales sinsIf you struggle with sales success, check to see how many of these 10 sales “sins” you’re committing:Feb 11, 2020
Mike O'HoroLawyers: These Sales Killers Will Prevent SuccessWhat keeps good salespeople from achieving better results has little to do with techniques or the service you sell. You must spot the…Feb 10, 2020
