Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Bell, senior consultant at LawVision and a pioneer in law firm sales strategy, about how the legal industry is evolving in its approach to business development. As the first person to lead a formal sales function at a U.S. law firm, Steve shares insights from his groundbreaking work at Womble Carlyle and his experience leading sales teams at Pricewaterhouse and Grant Thornton. He explains how the profession’s historical resistance to the word “sales” has shifted, with more firms embracing structured business development strategies and investing in experienced sales professionals. Steve discusses the rise of strategic account management in law firms, modeled after successful practices in the accounting industry, and predicts that law firms will increasingly empower business professionals—potentially even as firm owners—as regulatory environments change. He outlines how firms can stay competitive by studying other industries, hiring th