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Insights

Nov 05
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Why Does Cross-Serving Matter More Than Cross-Selling?

By Insights
If only cross-selling or cross-serving was as easy as saying, “Would you like fries with your burger?” Cross-selling how-tos are some of the most common questions I hear from law firm leaders and practice heads. One of the most powerful ways to grow a law firm isn’t chasing new clients — it’s serving existing clients more deeply. By doing so,…
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Oct 30
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Why Law Firms Lose Pitches (and How to Win Them)

By Insights
Many law firms have the tools, talent, and technology to win new business—yet still fall short in more formal pitches. Why? They talk at the client, not with them. They’re unprepared for tough questions on price, scope, or strategy. They overlook the human element—building trust and connection. In my recent Of Counsel article, I share five strategies firms can use…
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Oct 17
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The Perfect Spaghetti Philosophy

By Insights
I’m not Italian, but I do love Italy — and the Italian culture. What I’ve always admired is the country’s deep commitment to craftsmanship, whether it’s in art, luxury goods, or, yes, food. When I was in Milan recently, I went straight to one of my favorite restaurants. They make the perfect spaghetti with cherry tomato sauce. Every. Single. Time.…
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Oct 09
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The Imperfect Art of Business Development

By Insights
I admire perfection. Those things that seem so beautiful as to appear unreal. Sometimes you see it in great works of art, other times in a scientific equation. Last week I visited Italy’s Lake Como, a place I have been several times. This time, I toured Villa Balbianello—one of the most spectacular places I’ve ever seen. While it had been…
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Sep 17
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Your Client’s Perspective

By Bylined Pieces
Want to build a stronger practice? Start by seeing the world through your client’s eyes. Too many meetings with clients (particularly new business pitches) still focus on what we do — our practice areas, recent wins, or firm accolades — instead of what clients need right now. A recent EY study found that 75% of legal departments say their top digitization priority is developing or…
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Sep 17
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Why Do We Push Ourselves?

By Bylined Pieces
Why do I push myself so much? In the middle of writing a book, handling client work, and resisting the urge to run outside and play in my vegetable garden… I said yes to moderating a program sponsored by two of my favorite associations the International Bar Association and the Legal Marketing Association. The topic is one close to my heart.…
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Farone Advisors LLC