By Beth Buelow, PCC

It's one of the biggest challenges introverts in business say they face: the sales process.

There's an old story floating around about what it means to do business development. Our mind fills with visions of an ethically questionable used car salesmen, or high-pressure "Act now!" scarcity tactics that must work, or else people wouldn't do them...right?

But that's not your style, is it? The truth is, you wish you could just have somebody else do the selling for you, so you can focus on delivering your expertise to your clients. Sales funnels and prospecting activities are necessary evils. The relationships. ..


 
 CULTURALLY SPEAKING 
By Judy Hissong, CLM
President | Nesso Strategies

Where does culture start? And, where does it evolve? How do you shift it once you realize it's not where you want it? Boy oh boy, I bet Fox News  is wondering about the answer to that last question! Gender bias suits are on the rise; I'm sure I'm not the only one noticing. Where does this start? In your culture.

If you have a brand new firm, the collective ...


By David Levin

David Levin is filling the gap between perception and intention as he asks you to communicate more consciously. The outcome is to be heard, and to be better leaders in the room, no matter...



The legal industry crystal ball is no more clear than any other sector, and given the challenges that have arrived in the last few years, we are likely to see more unknowns than many industries in the future. These unknowns emphasize the necessary adaptability and agility skills that are not comfortably common in law firms, and that would be best to start addressing in 2017.

The Nesso consulting model includes nine pillars of successful firms. These build a solid foundation, so the more attention is placed evenly among the pillars, the more success will be achieved.  This doesn't mean even application, rather, we look at these areas for significant gaps to address in maximizing profitability.  Using this lens and current trends, here's what we see happening in the legal industry in 2017...