Whether you’re celebrating Thanksgiving or just going about an ordinary Thursday, please know how grateful I am for the opportunity to serve you through this blog. P.S. The next installment of the webinar series: Implementing Your 2021 Vision for a Profitable Practice The webinar is scheduled for Thursday, December 17th at 1 PM ET/noon CT/10 AM […]
I recently talked with a friend who completed a Tough Mudder. For those of you who aren’t familiar, a Tough Mudder is a 10-12 miles obstacle race through a variety of obstacles (such as sprinting through a field of live wires) and, you guessed it, lots of mud. Aside from the obstacles, two aspects of […]
There’s no secret about which activities are helpful for business development, right? Pick up any law practice management magazine, flip to one of the zillion practice-related websites and blogs, or read marketing suggestions for other professions, and you’ll find all kinds of activities that work for landing new business. The challenge can be finding which […]
Leadership presence, which includes the ability to project power, is critical in any kind of interaction, whether you’re speaking with one person or to a crowd of 1000. Failing to exhibit the kind of power that demonstrates self-confidence may leave your audience uncertain about your skill, but overdoing a display of power may come across […]
He spent the first 45 minutes typing on his phone. My college friend Helen came to visit me recently, along with her partner of four years whom I’d never met. Tom pulled out his phone as soon as he sat down and kept it out for almost the whole evening. When we tried to draw […]
You’ll find information on how to land new business anytime you pick up a law practice management magazine. You can’t avoid advice and resources about business development. And maybe that’s a good thing. If all that information hasn’t helped you to develop your own method for securing new work, there’s something you need to figure […]
What if you could make it easier to change your habits and meet your goals? That’s the promise of The Key to Lasting Changes: Think Goal, Not Tactic on the Harvard Business Review Blog. Elizabeth Grace Saunders. The post’s author proposes three steps to help “identify tactics that will actually work for you and keep your focus on […]
In the northern hemisphere, we’re looking forward to winter, while southern hemisphere dwellers are looking toward a summer break. Wherever geography may place you, at some point or points over the next couple of months, you’re probably going to be facing an even stronger than usual collision of work, personal commitments, and culture-driven expectations. It’s […]
It’s hard to hear “no” when you’re working to increase your visibility through speaking or writing or when you’ve asked a potential client for new business. But as difficult as it is, you probably hear “no” on a regular basis. In fact, if you don’t get turned down at least every now and again, you’re […]
Relationships are at the heart of business development. That’s true regardless of the length of your sales cycle, meaning the typical amount of time required for a potential client to move from first encountering you to hiring you. It isn’t necessary to build a deep and personal relationship in all cases, but you do have […]