Welcome to part 8 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 7: You “don’t have time.” Time. That great limiter for every practice. No one has time enough for everything We know this. And yet, some days, doesn’t it feel like you could summarize your task […]
Welcome to part 7 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 6 You’re invisible. How do people find you? Are you visible on your website, in publications (offline and online), as a speaker named in conference materials, at networking meetings, in organizations relevant to your practice, […]
Welcome to part 6 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 5 You’re Losing Business: You don’t know how to say no. If you don’t have firm guidelines that help you determine which opportunities to accept and which to decline, you’re losing business. That’s true on […]
Welcome to part 5 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 4 You’re Losing Business: You don’t invest in your practice. When I was growing up, I loved a Kingston Trio song called Desert Pete, which taught me the concept of priming a water pump, or […]
Welcome to part 4 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 3 You’re Losing Business: You’re indistinguishable from other lawyers. Very often, clients view one lawyer as essentially indistinguishable from another in the same area of practice. Especially for legally unsophisticated clients, a lawyer is a […]
Welcome to part 3 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 2 You’re Losing Business: You don’t really see your clients. Sure, you see your clients. You have meetings with them, you talk with them by telephone or videoconference. But do you really see your clients? […]
Last week I introduced a 10-part article that I’ll serialize in this newsletter titled “Nine Reasons You’re Losing Business“.. Here’s why you’re losing business… 1. You aren’t creating value for your clients. Let’s assume that you do good work from a substantive perspective and that you deliver that work on time every time. That’s a great […]
A longer newsletter than usual this week, with three important sections. 1. A must-read article for those of you working in large firms: Pay Gap Increases Between Equity and Non-Equity Partners. Two brief excerpts will show you why you can’t miss this: “Equity partners averaged $971,000 in annual compensation, versus $338,000 for nonequity partners, according […]
Last week, I attended a business seminar focused on hiring and managing employees. I was surprised that the program started by asking us attendees to identify our business vision and what we stand for. I was even more surprised to find how difficult that was to do! You may have heard the distinction between working […]
I often enjoy the EarlyToRise.com newsletter, which recently included an excerpt from Sharon LaBelle’s book The Art of Living, which distilled Epictetus’s The Virtuous Are Consistent as follows: “To live a life of virtue, you have to become consistent, even when it isn’t convenient, comfortable, or easy. It is incumbent that your thoughts, words, and […]