Entries by Julie Fleming

Mid-2017 Law firm trends

Here’s an interesting article sharing 10 trends identified by CMOs from mid-sized regional firms. If you’re working in such a firm, ask yourself whether you are observing these or other trends and how you might respond to them. If you’re working at a different kind of firm, ask those questions as well as how you […]

Does social media lead to business?

Does social media activity really lead to new business? This question comes up quite frequently, along with its cousin, Why am I not seeing ANY results from my social media activity? Social media too often becomes a time-consuming, illusory activity that seems to promise results are just around the bend. But some lawyers have cracked the […]

When you plan to “try”

When confronted with a new, daunting challenge, many of us have a tendency to say we’ll try. In the business development context, that might show up as, “Oh, I hate networking, but I know I need to meet new people, so I’m going to try attending the monthly entrepreneur’s meetup.” Or “I know I need […]

Why market on price?

There’s no doubt that price is a factor in most buying decisions. However, price is not the only factor, and it doesn’t have to be the most important factor. Consider this: If you want to command a higher fee, deliver extraordinary quality, convenience, service, and value. How to do that is a long conversation. How […]

Lessons from an airline

Airlines have been in the news quite a bit lately, and not in a good light. As I was scanning Facebook recently, I ran across this article sharing a 2015 story about a Southwest flight that had pulled away from the gate when a passenger’s husband called the airline trying to let his wife know […]

To get the big biz dev project done…

One truism about practicing law is that there’s never quite enough time. That’s especially true in two business development-related instances: When you’ve succeeded in securing a substantial amount of new work and you have to figure out how to get the billable work done without losing biz dev momentum, and When you’re working on a […]

Activity or achievement?

Here’s a quote for you to consider. Sometimes when I speak with lawyers, especially those new to business development, they share all the steps they’ve taken…And I’m left with one essential question that I always ask in a more diplomatic way: So what? Activity is critical, of course, since accomplishment can exist only through activity […]