Most law firms are trying to apply a last-click attribution framework to a business development cycle that doesn’t work that way. A corporate prospect doesn’t see a blog post, click a CTA, and retain ...

Rainmakers and business development directors will sometimes refer to risk and compliance departments as the place where new business goes to die. Sure, it's only a joke, but it represents a commonly ...

A systematic approach to BD doesn’t kill creativity. It enables it. Most firms treat business development like an instinct. You either have it or you don’t. But relying on natural rainmakers is risky.

Architect business development can be very challenging. It's not a topic that comes up in design school, and many of the practices that firms employ today can simply be categorized under the heading, ...