LATIN AMERICAN LAW FIRMS DON’T HAVE A BD PROBLEM
They Have a Commercial Architecture Problem. If you work in Business Development at a Latin American law firm, you’ve probably felt it: More competition.More global firms entering the region.More pricing pressure.More demanding clients. And yet, inside many firms, the commercial model hasn’t structurally changed. Initiatives multiply.Committees grow.Marketing budgets expand. Results remain uneven. The issue isn’t […]
WHAT THE SOFTWARE INDUSTRY GETS WRONG ABOUT SALES
And What Lawyers Understand Instinctively At first glance, software companies and law firms operate in different universes. One ships code.The other ships judgment. One talks about features.The other talks about risk. But when it comes to growth, there’s a structural difference most people miss: In law firms, the producer is the seller.In software companies, the […]
INDUSTRY KNOWLEDGE IS OVERRATED
Architecture Wins. Sales teams love to say: “We know the industry.” It sounds sophisticated.It feels strategic. But here’s the uncomfortable truth: Industry knowledge is table stakes. It doesn’t differentiate you.It doesn’t win complex deals.It doesn’t create durable growth. What wins is the ability to adapt your commercial system to the specific business in front of […]