I burn my candle at both ends It will not last the night. But ah my foes and oh my friends It gives a lovely light. Edna St. Vincent Millay What do you think when you read this? If you’re like many lawyers, you felt a flutter of recognition — perhaps just before you recoiled […]
Last week, I delivered a business development workshop for an Atlanta law firm, and gave my recommendations about how much time lawyers should spend on business development. Although the exact number depends on several factors, in general I recommend 1-5 hours a week, with more time suggested for more senior lawyers. Some participants bristled at […]
“Pressure is what you feel when you don’t know what you are doing.” Peyton Manning This quote stopped me in my tracks. My first inclination was to disagree, because I sometimes feel pressure because of a deadline or because of the importance of some activity, even though I know what I’m doing. Digging a bit deeper, […]
Here’s how it happens… You get back to your office, having met some interesting new contacts, armed with their business cards and good intentions of following up. You take those cards, maybe flip through them to remind yourself of who’s most interesting, and then you put them somewhere safe, so you won’t forget. My “safe […]
“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 […]
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 […]
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, […]
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 […]