Entries by Julie Fleming

Why isn’t it working?!

A potential client called to discuss how I might help her with her business development activities, and I asked what she’d tried. As I often discover in those conversations, she’d tried a number of approaches, all to no avail. On her list: writing articles, teaching seminars, advertising, attending networking events, posting her profile on various […]

Beyond Strengths and Weaknesses

Recently, I spoke with a client who was struggling with his business development activity.  Nate (as usual, the name and identifying details have been changed to protect his privacy) had experienced great success in converting acquaintances who heard him talk about the kind of matters he handles into clients, and he decided that if speaking […]

What’s your problem?

We all face challenges in the business of a law practice. We were taught in law school that we have to ask the right questions in practice to get the necessary answers for our clients.  (Litigators, you especially know what I mean!) But somehow, we forget what that means for our own businesses. I recently spoke […]

Creating and Harnessing Momentum in Business Development

When an attorney is focused on business development and is implementing consistently a strategic plan designed to reach clearly identified goals, magic happens.  Often it’s magic that brings in new business, and for practices with longer sales cycles, it’s magic that first brings in connections and opportunities that eventually lead to new business.  The magic […]

What are you thinking?

How do you regard business development activity? Do you believe you can succeed? Is the wolf at the door, waiting to devour your practice if you fail? Is bringing in new business a “nice to have” activity, or is it a critical stepping stone for you? Are your clients fortunate to have you on their side? […]