Most law firms are competent and are good at what they do. But few firms are truly competitive, by which I mean that they are able to become a leading firm in the market.

Most firms miss opportunities and lose money because they don't listen to potential clients. Active listening is a rare virtue, but in doing so you discover what is important to the client, their true motives or reasons for hiring legal services. Most of us hear but don't listen - never take it for granted that you know what a potential client wants.

Why do some firms get better contracts than others? Answer: They differentiate themselves. Differentiation can be based on proper ...

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