Knowing how to approach a conversation with a potential client can be a struggle. You want to know what his or her concerns and objectives are, but how do you make sure your potential client understands what you’re about and why you’re the right choice to handle the matter? Here’s the best two-sentence guideline I’ve […]
One truism about practicing law is that there’s never quite enough time. That’s especially true in two business development-related instances: When you’ve succeeded in securing a substantial amount of new work and you have to figure out how to get the billable work done without losing biz dev momentum, and When you’re working on a […]
Here’s a quote for you to consider. Sometimes when I speak with lawyers, especially those new to business development, they share all the steps they’ve taken, and I’m left with one essential question that I always ask in a more diplomatic way: So what? Activity is critical, of course, since accomplishment can exist only through […]
Don’t you love it when someone else is genuinely interested in your success? We all do. And we all know when interest is genuine, as opposed to when it’s self-motivated and faked. Genuine interest is tremendously appealing, while self-serving is off-putting and even alienating. Are you interested in your clients’ success? You don’t have to tell […]
Have you ever been in one of those deadly conversations in which a lot of words fly about and yet nothing happens? Or when decisions are made and strategies are crafted, but everyone sitting around the table knows that nothing will actually change because everyone is talking around the real problem? What a waste of time! Fierce […]
As a young litigation associate (about a million years ago!), I found tremendous benefit in getting feedback from a more senior lawyer who routinely observed my performance. The same was true as I moved into coaching, and even now, after more than fifteen years of coaching others, whenever I get feedback following observation, I always […]
Cultivating relationships is central to business development. After all, whether you represent individuals or the largest corporations, it’s people who will retain you, and it’s people who will decide how effective your work is. Have you ever felt like you need to bring new people into your network but not known where to turn? Consider […]
You know that one-off meetings are likely to do little, so you always plan your follow-up strategy, right? It doesn’t matter whether you meet someone face-to-face or virtually, through formal networking, at a CLE seminar, or while you’re waiting for hours at the DMV… The best connections mean nothing if you can’t cultivate a relationship. (Unless, […]
You are likely aware of the distinction between urgent and important tasks in the context of time management. Assuming you have enough work to keep you reasonably occupied and compensated (even if that means doing work for someone else’s clients rather than your own), business development tends to be an important task, but not an […]
First up: I’ve just released the third edition of my best-selling book The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling. It’s updated with insights that flow from changing circumstances due to the pandemic, fresh tips on marketing activities such as podcasting, and an expanded section on asking for business and dealing with objections. […]