Entries by strategic

A Tale of Two Sales

I went shopping a few weekends ago.  I’m in the market for a new car, and I need a dark rose or burgundy tablecloth for my dining room table.  I haven’t purchased either just yet (though I’m moving closer), but two very different sales experiences have offered plenty of insight. Saturday afternoon, I went to […]

“Welcome!”

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 […]

Listen up!

Business is the greatest personal development tool that exists. The moment you take responsibility for your work and for generating and serving clients, you become your own best asset.  That’s why you must invest in yourself.  If you don’t grow, your business won’t grow.  Give that some thought the next time you’re faced with an opportunity […]

Find Your Weekly Minimum

What happens to your business development activity when you get busy?  If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed – right to the point that they’re so busy they pause and start backsliding. […]

Not seeing desired results? Check these.

Business development can sound so easy: make a plan, execute the plan, land the business, rinse and repeat. And sometimes it might even work that way, or perhaps you may discover that plans need to be tweaked to account for unanticipated opportunities. That’s what a dear friend calls a nice problem to have. Other times, […]

What can law schools teach you now?

I recently paged through the Vanderbilt University alumni magazine and ran across a story titled Law 2.0: Vanderbilt Law School Innovates to Stay Ahead. The article provides a nice summary of the practice a law in the years leading up to the Great Recession, the shifts that the economic crisis created, and the efforts to […]

Why status quo is dangerous.

What’s wrong with status quo? Maybe nothing. But here’s what you need to keep in mind when you’re considering whether to make a shift of some sort: Status quo doesn’t get attention. Status quo doesn’t delight anyone. Status quo doesn’t get talked about. Status quo doesn’t feel fresh or tailored. Status quo… just IS. In […]