Today’s newsletter may feel like a bit of a diversion. If it seems so to you, don’t worry: “pure” biz dev will return next week. Last weekend, I read When Breath Becomes Air by Paul Kalanithi. Kalanithi was a neurosurgeon who was diagnosed with stage IV lung cancer at age 36. This book is his memoir, […]
Like many people these days, I’ve been reading a wide variety of sources about politics over the last several months. It’s in this context that I ran across an article in Forbes magazine discussing lawyers’ duty to society in upholding the rule of law, specifically in the context of the recent (and currently stayed) executive order […]
This image is featured in a Leadership Freak blog post on 5 Strategies to Convince Reluctant Leaders to Move Forward,: Technology has created (or created the opportunity for) disruption in the way that legal services are delivered. Those disruptions have occurred in modes of communication (such as e-mail, which may create the unspoken expectation of […]
So you want to grow your practice… What’s your focus? You could answer that question with many different right answers. I recently read a short blog post from Chris Brogan that 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 […]
One of my goals for this year (not resolutions, which tend to be ungrounded and short-lived, for me and many others) is to read more. Specifically, I’m looking to read articles and books from areas of business other than law in an effort to get fresh ideas. There’s a great deal to be learned from […]
Happy New Year! January always feels like a fresh start to me, just like September does, after so many years of school. I love to harness the power of possibility that comes with a fresh start. Every January, I choose one activity that I’d like to make a habit or incorporate more fully into my […]
You probably have a list of tasks you must accomplish before the end of the year. Wrapping up some billable work, making a few final holiday get-togethers, perhaps a few last-ditch but gentle calls to encourage clients to pay their invoices before year’s end. Adding these two year-end tasks will significantly benefit you as you […]
“Me too” marketing refers to virtually indistinguishable marketing messages and offers for products or services from multiple providers. Unless you see a name or logo associated with the marketing, you’d have a tough time knowing which provider issued “ me too” marketing because it all sounds alike. Attorneys often fall into “me too” marketing for […]
How do you ask for business? We all know intuitively (or through training) that those who don’t ask typically don’t get business. However, many lawyers are leery to come out and ask for business explicitly, and rightly so. Asking can disrupt a relationship if the answer is “no,” and, under some circumstances, asking can even […]
We all face challenges in the business of a law practice. We were taught in law school that we have to ask the right questions in practice to get the necessary answers for our clients. (Litigators, you especially know what I mean!) But somehow, we forget what that means for our own practices. I recently […]