Recently, I’ve searched several times for a lawyer (or other client service provider) only to discover that he or she doesn’t have a website, or that it’s woefully out of date. In the past, websites were expensive to create and difficult to maintain, so web developers tended to charge quite a lot for their work. […]
How enthusiastic are you about building your practice? Not how motivated, how determined, or how skilled, but how enthusiastic? Enthusiasm has a bad reputation in our society and in professional circles specifically. It’s often knocked as naïve or overly eager. But the truth is, we enjoy enthusiasm. Don’t you want to work with and for […]
Content marketing refers to the process of generating articles, blog posts, presentations, and more that are centered on your practice area and that share substantive information useful to your audience. This newsletter is content marketing, for instance. When you teach a seminar to a room of clients, potential clients, or referral sources, that’s content marketing. […]
Michael Hyatt is one of my favorite leadership bloggers. The former chairman of Thomas Nelson Publishers, Hyatt holds the belief that leaders must be thoughtful and purposeful, and his posts range from philosophical to tactical. One post this week has been so impactful for me that I have to share it with you: How to […]
There was a time when I spent an entire weekend outlining and getting started on writing two books. They were both about business development, of course, but one was designed to be an idea-generator and action-prompter, while the other was more of a teaching book. I got outlines done for both and started working on […]
I hope you took time over the last few weeks to think about how 2019 went for you and your practice, and especially about what you’d like to do differently in 2020. Change requires action, but unconsidered action relies too heavily on luck. That’s why planning is a must. Have you ever been so eager […]
Wishing you a very Merry Christmas and Happy Hanukkah to all who celebrate!
Burnout is a real issue for lawyers. Just about every lawyer has at least an occasional period in which it seems that work is pressing 18-20 hours a day, and most of us know intuitively that it’s important to recover following that kind of exertion. But what about the kind of day-to-day grind that can […]
In the past, I’ve shared that I’d joined a gym, and I drew some parallels between getting into the regular gym-going habit and regularly engaging in business development. If you missed those notes, you can read them here and here, and I recommend you do so. When things went a bit haywire in my personal life and got frantic […]
An excerpt from The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling Take note of the attitude you bring when you engage in client development activities. Do you dread them? If so, identify specifically what you dislike and find a way around it or a way to make the prospect more palatable. For example, […]