UnMarketing: Stop Marketing. Start Engaging. “Marketing happens every time you engage (or not) with your past, present and potential customers. If you believe business is built on relationships, make building them your business.” Scott Stratten is a marketing consultant who excels in viral, social, and authentic marketing, which he refers to as “unMarketing”. His philosophy […]
When a law firm hires me to work with a junior associate, very often one part of the engagement centers on the associate’s leadership presence and self-confidence — how he or she presents to others. (Of course, that focus is not by any means unique to junior associates.) Although reviewers may use a variety of […]
I spend a great deal of time helping my clients find ways to showcase their expertise and to raise their profile within their communities. My clients love the charge that comes from sharing useful information through writing or speaking and building a reputation as a highly-skilled practitioner in the field. Even better, they learn how […]
Improv Wisdom: Don’t Prepare, Just Show Up By Patricia Ryan Madson One of my mentors recommends that her clients invest in an improv class to help with sales conversations. When she made that recommendation, I broke into a cold sweat, but I also started to notice how frequently I was hearing that recommendation. If you’d […]
One of the most interesting things about having a book is watching the sales. A few weeks ago, I saw that sales had almost increased by a factor of five for the month of December for my book The Reluctant Rainmaker. You’d think I’d be happy. If the sales had quintupled in April or August, […]
What happens to your business development activity when you get busy? If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed — right to the point that they’re so busy they pause and start backsliding. […]
Here are three resources that have made my life easier this month. I hope at least one will be helpful for you. Last week, I needed to schedule a quick teleconference with five ABA contacts to plan a program. Just imagining the back-and-forth emails that could generate made my head hurt. So I used a […]
Fierce Conversations: Achieving Success at Work and in Life One Conversation at a Time Paperback January 6, 2004 by Susan Scott 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 […]
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 businesses. I recently […]
The Dip: A Little Book That Teaches You When to Quit (and When to Stick) by Seth Godin Seth Godin is a brilliant thinker who packs a lot in just a few words. Read his blog posts, and I almost guarantee he’ll reveal something fresh as a return on just a couple minutes of your […]