Entries by Julie Fleming

Track Your Results, Grow Your Practice

My clients often tell me that they don’t need to track rainmaking results, that they just know what’s working and what isn’t. Keeping records may seem inconvenient and unnecessary. In reality, though, simple tracking will help you to get better results in business development.  If you’re getting new business, you know something is working, but […]

Messaging

I ran across a nice article this week that will help: How Doctors (or Anyone) Can Craft a More Persuasive Message. The article centers on the distinction between the message and the messenger, which is certainly critical, but it also offers three simple factors that you can use to form a more persuasive message. Expertise. […]

The Romance (or Not) of Practicing Law and Getting Business

Over 10 years ago, David Maister (a now-retired advisor to professional services firms) wrote a brilliant article distinguishing the relational and transactional views of client relations.  Here’s the crux of Maister’s argument: In The Trusted Advisor (Free Press, 2000), my coauthors and I pointed out that building trusting relationships with clients leads to many benefits: […]

Build client value

When you recognize a problem that a client is facing and you offer help, you create real value for your client. I’ve written previously about how an offhand conversation with my contractor Oldrich resulted in my purchasing property in Wyoming with his help. Making that purchase realized a long-term dream for me, and it created […]

How to deliver exceptional client service

During previous research, I ran across a nice article titled, “How to Deliver Exceptional Client Service.” Written from the perspective of a web agency, the article starts with the bold-but-obvious thesis that just doing what the client hired you to do isn’t exceptional, nor will it set you apart from your competitors.  Consider this: “You […]

Client service lessons from a hospital stay

Client service is one of the foundations of business development. Why? First, client service is the heart of your practice and should be well-executed for that reason alone. And second, excellent client service makes it more likely that you’ll get repeated and expanded client engagements as well as referrals from happy clients. As lawyers, though, […]

Educate them!

I’m serving as an officer in the ABA Section of Science and Technology Law, and I’ve been on the planning committee for an upcoming conference that will be useful for many readers. So….. Please Join Us at the Third Annual Internet of Things National Institute in Washington, DC on May 9-10! We live in a connected […]