My clients often tell me that they don’t need to track rainmaking results, that they just know what’s working and what isn’t. Keeping records may seem inconvenient and unnecessary. In reality, though, simple tracking will help you to get better results in business development. If you’re getting new business, you know something is working, but […]
A few years ago, I had to drive to an important business meeting in an unfamiliar city. Because this was before I had GPS, I printed out directions before leaving my office, so I had a good idea of where I was going. The sun was beaming down and my “pump me up” playlist was […]
I recently spent nearly two hours sitting at an airport gate, sitting about 5 feet behind a stand with Delta American Express card representatives. You’ve probably seen these stands: a table to the side of a concourse, with various promotional freebies, application forms neatly stacked, and one or two hawkers, trying desperately to get people […]
The statement “I’ve got your back” is one of the most powerful business development messages there is. When you have someone capable and attentive on your side to offer assistance and cheer you on, you’re likely to be more willing to undertake new, difficult, or risky-feeling activity. Consider this: a child learning to walk or […]
I keep up with dozens of blogs (legal and otherwise) on a regular basis, and I like to bring the best of the best to you periodically. Without further ado, here are the top five posts that I’ve read in the last few weeks. Why Being Told “No” is Actually the Greatest Motivator (Peter Shankman) […]
While visiting Wyoming last summer, I had an epiphany that made owning a home there possible: I could buy a duplex. Renting out one side would not only give me the cash flow to pay for the property, but it would also alleviate the problems of wintertime absentee ownership. (Love Wyoming though I do, this […]
“Creativity, as has been said, consists largely of rearranging what we know in order to find out what we do not know. Hence, to think creatively, we must be able to look afresh at what we normally take for granted.” ~George Kneller “It’s easy to come up with new ideas; the hard part is […]
I’ve been thinking lately about the power of the pocket. Not pockets of money, but pockets of time. You see, I’ve gen myself a deadline of March 15 to finish the draft of my upcoming book Legal Rainmaking Myths: How What You THINK You Know About Business Development Can Kill Your Practice. With that big […]
New behaviors, especially those that play out in public for others to see, can be difficult. We lawyers especially, who tend to fall toward the perfectionist side of things, perceived a high risk in trying something new. What if we fail? What if we look stupid? What if we really mess up? Last Sunday, I […]
When an attorney is focused on business development and is implementing consistently a strategic plan designed to reach clearly identified goals, magic happens. Often it’s magic that brings in new business, and for practices with longer sales cycles, it’s magic that first brings in connections and opportunities that eventually lead to new business. The magic […]