Despite the best of intentions, it’s easy to let a relationship slide. You get busy, you lose track of your contact schedule, you run out of ideas for keeping in touch… And next thing you know, your relationship has atrophied. But, like muscle, an atrophied relationship can be rebuilt. By focusing time and attention on […]
One of my clients (let’s call her Renée) had a major disappointment recently. She had been courting a potential client (let’s call it ABC Corp.) for quite some time, and all the signs indicated that she would be tapped to handle a major piece of litigation. And then, instead of returning the engagement letter, ABC […]
July marks Canada Day as well as Independence Day in the United States and numerous other countries. This time of year always prompts me to ask two questions: First, what do freedom and independence mean to me personally, professionally, politically, and culturally? Second, what do I need to do to increase my freedom and independence, […]
Here’s an interesting article sharing 10 trends identified by CMOs from mid-sized regional firms. If you’re working in such a firm, ask yourself whether you are observing these or other trends and how you might respond to them. If you’re working at a different kind of firm, ask those questions as well as how you […]
Does social media activity really lead to new business? This question comes up quite frequently, along with its cousin, Why am I not seeing ANY results from my social media activity? Social media too often becomes a time-consuming, illusory activity that seems to promise results are just around the bend. But some lawyers have cracked the […]
When confronted with a new, daunting challenge, many of us have a tendency to say we’ll try. In the business development context, that might show up as, “Oh, I hate networking, but I know I need to meet new people, so I’m going to try attending the monthly entrepreneur’s meetup.” Or “I know I need […]
Vacation season (whether for the summer or winter holidays) brings fun and challenges. Do it right and you can enjoy and refresh yourself while maintaining your progress toward your goals. Fail to approach it thoughtfully, and you probably won’t like the outcome. This week I’m sharing several greatest hits from the past with tips to […]
There’s no doubt that price is a factor in most buying decisions. However, price is not the only factor, and it doesn’t have to be the most important factor. Consider this: If you want to command a higher fee, deliver extraordinary quality, convenience, service, and value. How to do that is a long conversation. How […]
Relationship development is a key part of any business development initiative. That’s why we put so much effort into meeting new people, getting to know them, and following up with them over time. But how do you gather and track the relevant must-know information about your contacts? Enter the CRM: the Client (or Customer) Relationship […]
Airlines have been in the news quite a bit lately, and not in a good light. As I was scanning Facebook recently, I ran across this article sharing a 2015 story about a Southwest flight that had pulled away from the gate when a passenger’s husband called the airline trying to let his wife know […]