Why Lawyers Don't Sell and What to Do About It.
Since 1983, the Kohn brothers have provided assistance in business development for lawyers at over one thousand different firms. They were among the first to use the strategy of company development coaching, and they have since led more than 75,000 individual coaching sessions. They have authored over hundreds of articles on the subject of business development.
They also co-wrote a book that was published by the American Bar Association that became a best-seller. The book is titled Selling in Your Comfort Zone. They developed a proprietary program called BizDevCoach® for the purpose of assisting attorneys in better business development concepts and remaining engaged throughout the process. This book includes a significant number of the most important concepts that they instruct on.
Selling with Honor
A motivational handbook for salespeople explains how to conduct business in a way to suit one's personal ethical standards, demonstrating how integrity and profitability can become shared goals and offering advice on developing a spirit of trust.
Despite some lingering jokes, "sales integrity" is no longer the classic commercial oxymoron. Likewise, the adoption of ethical business practices is now widely recognized as a realistic route to excellence and success. Selling With Honor: Strategies for Selling Without Selling Your Soul, by Lawrence Kohn and Joel Saltzman, is a somewhat thin but nonetheless highly motivating series of ideas-- all supported by examples of practical application--that serve as an eye-opening litany of honorable alternatives.