“Should I write an article for this publication? Should I accept this invitation to speak? Should I attend this conference?” Since neither time nor money is unlimited, you’ll have to make some difficult decisions about which business development activities to pursue and which to let pass. Especially if you’re eager to get new business, it’s […]
/wp-content/uploads/2018/09/Depositphotos_47854033_m-2015.jpg7031000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-20 08:00:472019-02-18 10:16:34How to Decide Whether to Write an Article, Deliver a Presentation, or Attend a Conference
Jon, a mid career lawyer working in a boutique law firm, handles white-collar criminal defense matters. Most of his clients come through referrals from other lawyers. Far too often, those lawyers fail to appreciate that they need someone who practices in the area every day. Instead, they try to handle a matter themselves. After doing the […]
/wp-content/uploads/2017/04/Depositphotos_4019076_m-2015.jpg6701000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-13 08:00:522019-02-12 15:31:53Will you clients and contacts think of you first when they need help?
A reader recently sent in a question following this article about finding ways to stand out from other practitioners in your field. After outlining several potential points of differentiation, this general litigator asked, “I just can’t figure out how to make myself stand out in a town with thousands of attorneys. I write, I speak, […]
/wp-content/uploads/2019/02/Depositphotos_12630379_m-2015.jpg7501000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-06 08:00:032019-02-05 11:27:14How do I choose the right differentiators?
This week, I’d like to share some thoughts on determination. Business development is not a one-time effort. It isn’t rocket science, as the saying goes, but it does call for sustained effort over a long period of time, especially when things aren’t going quite as well as you’d like. And that requires determination. I could […]
I recently spent nearly two hours sitting at an airport gate, sitting about 5 feet behind a stand with Delta American Express card representatives. You’ve probably seen these stands: a table to the side of a concourse, with various promotional freebies, application forms neatly stacked, and one or two hawkers, trying desperately to get people to […]
When you think about business development, do you think more of “yes” or “no”? Most people seem to think “yes.” YES, I’ll attend that networking meeting YES, I’ll write that article or blog post or newsletter YES, I’ll meet with that potential referral source YES, I’ll get another certification or specialists’ certificate YES, I’ll speak […]
A client recently confided that he had never actually asked for business from a potential client. Surprised (since I knew that his $275,000 book of business hadn’t just happened), I asked what he meant, and he responded that asking for the business means saying something like, “I’d like to handle that for you.” A flat, […]