By now, you’ve probably accepted the reality that you must market your practice, and that you must do so consistently. But the bulk of your time goes into practicing law rather than marketing your practice, so you need to use your time as effectively as possible. You can’t afford to waste time. And that leads […]
A client recently shared his worry about taking on new marketing approaches, which included an effort to become credibly visible in a variety of marketing channels rather than centering all of his efforts on a single marketing avenue as he had in the past. Nothing especially shocking, but my client (risk-averse, like so many lawyers) […]
Happy New Year’s Eve! If you haven’t already done so, I invite you to make a decision (not a resolution) about how you will engage in and with business development activity going forward. Your consistent commitment makes the difference between a decision and a garden-variety resolution (which, statistically speaking, has a 25% chance of being […]
It’s the season of celebration: Christmas almost here, Hanukkah just ending, and other special days about. Whatever you celebrate, and even if you aren’t celebrating anything, I wish you a magical season. (Wishing for a biz dev read? Here’s one of my most popular articles in 2014.)
In just two weeks, 2014 will be over and done. You can still accomplish a lot if you choose, even with the intervening holidays, but there’s one must-do task to set yourself up for a strong 2015: your year in review. Just about every successful person I know or know of considers the year-end review […]
Without further ado, some articles and ideas you can use this week: 1. If you work in a firm and struggle to get around to business development activity thanks to the pile of billable work on your desk, read this quote and then internalize it: “The biggest mistake that you can make is to believe […]
Do you ever wonder why the plan that a colleague used to land business just doesn’t seem to work for you? Are you tired of facing a choice between doing billable work (so you have receivables today) and doing business development work (so you have receivables tomorrow)? Have you ever had the feeling that there’s […]
Over the last 10 weeks, I’ve serialized the article Nine Ways You’re Losing Business—and What to Do About It. To recap, the nine ways you’re losing business are: You aren’t creating value for your clients. You don’t really see your clients. You’re indistinguishable from other lawyers. You don’t invest in your practice. You don’t know how to […]
Welcome to part 10 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Next week, I’ll summarize the entire series and show you some next steps so that you can go into 2015 from a position of strength instead of trying to play catch-up. Reason No. 9: You’re renting your […]
Welcome to part 9 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It Reason No. 8: You’re marketing your practice using someone else’s plan. Law schools rarely teach students how to market (or manage) a law practice. So most lawyers learn by reading articles, attending training, and—most commonly—following the example […]