Relationships 3.0: The “Idea Relationship” era

In Relationships 3.0: The “Idea Relationship” Era Mike O’Horo argues the “sales funnel” has been replaced by the “buyer journey,” a conversation that is increasingly on the buyer’s terms.

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The law department is only one part of the company

The law department is only one part of the company is Mike O’Horo’s first post on The Dialogue for 2018. In it Mike addresses a crucial question: “In corporations, who is the client?” and shares his views on how to manage both GCs and c-suite executives. Our research shows there are a few key differences in the criteria lawyers use when appointing a BigLaw firm compared with those of their line manager colleagues, more on this in the Comments on Mike’s post. 

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OMG! The accountants are coming!

I’ve titled my post ‘OMG! The accountants are coming!‘ prompted by the recent report in Bloomberg’s BigLaw Business titled Law Firms, Regulators Keep Eye on Big Four Move to Legal Services.

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One step forward and two steps back

Today’s title is a line from the Don Henley song, “A Month of Sundays,” which laments the loss of small farms and businesses to “progress.” Lawyers tell me that business development sometimes feels like a constant struggle, with sustained forward motion being elusive. They take a productive BD step today, then do nothing for a few days or a few weeks. Their feeling is accurate.

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Rudderless ships

Rudderless ships‘ is a new post by Mike O’Horo, a foremost proponent of how lawyers in BigLaw firms can improve the effectiveness of their business development activities. The volume of debate and activity around law firms’ evolution into sales organizations continues to ramp up. There are lots of opinions – and accompanying solutions offered – around every aspect of this emerging business function.

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