Questions from the audience, part 2

Building a book of business from scratch, and my initial thoughts on Thomson Reuters acquiring Casetext for $650M

Due to the popularity of the last AMA, I decided to do a second one this month! The two questions I’ll answer today are:

• Do you have any specific advice on how to build a book of business from scratch?

  • Short answer: Try novel approaches (examples provided) to meet the right people, and come up with a few leading indicators (examples provided) to measure how well your experiments are working. Then double down on what’s working.

• What are your thoughts on Thomson Reuters acquiring Casetext for $650M?

  • Short answer: It illustrates the power of distribution in the legal tech world, and helps explain why rainmakers and sales reps in many industries are paid so much.

My full answers are below the paywall. Paid subscribers will also have a chance to vote on which response you’d like me to elaborate on more—if there’s enough interest I may write a full article about it.