So you want to grow your practice… What’s your focus? You could answer that question with many different right answers. This short blog post from Chris Brogan offers one answer: Focus on your habits. It isn’t rocket science to understand that your likelihood of success (in business development or otherwise) increases substantially if you have […]
You’ve probably heard it before: it’s much easier to source new business from an existing client than from a non-client. You may also know that many clients judge their experience based largely on the day-to-day interactions between you – how well you serve the client, in other words. Studies show that clients unhappy with the […]
We often discuss leadership as if it is a state or quality that either exists or doesn’t. But the truth is that whether one seeks to become a leader or whether one is already serving in that capacity, leadership develops over time. A leader’s development tends to proceed through three stages. The first stage is […]
This is a true story. Trial had finally started. Richard listened patiently as Nathan gave his opening statement. When he finished, Nathan sat down at his counsel table. When Richard stood to offer his opening, Nathan crooked his finger to beckon Richard over. Motioning Richard to lean down, Nathan turned his body so they were […]
Being busy has become a national obsession, and it certainly affects lawyers. We seem to have two speeds: frantic and fearful. We need to have a discussion about what might lie between these extremes, but an even more pressing question might be how to keep marketing going even when frantic. You’ve no doubt heard that […]
All lawyers in any given practice area are a dime a dozen, right? Think about your own area. Who stands out in your mind? It’s likely (assuming you’ve been in practice for a while) that you can identify at least a few lawyers who catch attention. Maybe it’s the divorce lawyer who’s known for high-profile […]
I’ve been doing a tremendous amount of business development coaching recently, and I often tell my clients that rainmaking is all about relationships. I also tell clients that good relationships, personal or professional, should be nurtured – even that low-level employee of a corporate client may prove to be a valuable contact one day. This […]
I recently attended a business seminar focused on hiring and managing employees. I was surprised that the program started by asking us attendees to identify our business vision and what we stand for. I was even more surprised to find how difficult that was to do! You may have heard the distinction between working in […]
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 […]