Last week, I delivered a business development workshop for an Atlanta law firm, and gave my recommendations about how much time lawyers should spend on business development. Although the exact number depends on several factors, in general I recommend 1-5 hours a week, with more time suggested for more senior lawyers. Some participants bristled at […]
“Pressure is what you feel when you don’t know what you are doing.” Peyton Manning This quote stopped me in my tracks. My first inclination was to disagree, because I sometimes feel pressure because of a deadline or because of the importance of some activity, even though I know what I’m doing. Digging a bit deeper, […]
/wp-content/uploads/2019/03/Depositphotos_13472143_m-2015.jpg7781000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-03-06 08:00:332019-03-05 12:06:37Proper planning can help relieve pressure.
Here’s how it happens… You get back to your office, having met some interesting new contacts, armed with their business cards and good intentions of following up. You take those cards, maybe flip through them to remind yourself of who’s most interesting, and then you put them somewhere safe, so you won’t forget. My “safe […]
/wp-content/uploads/2019/02/Depositphotos_78294064_m-2015.jpg667999Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-27 08:00:392019-02-26 11:59:29How to avoid amassing untouched stacks of business cards that you should use for follow-up.
“Should I write an article for this publication? Should I accept this invitation to speak? Should I attend this conference?” Since neither time nor money is unlimited, you’ll have to make some difficult decisions about which business development activities to pursue and which to let pass. Especially if you’re eager to get new business, it’s […]
/wp-content/uploads/2018/09/Depositphotos_47854033_m-2015.jpg7031000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-20 08:00:472019-02-18 10:16:34How to Decide Whether to Write an Article, Deliver a Presentation, or Attend a Conference
Jon, a mid career lawyer working in a boutique law firm, handles white-collar criminal defense matters. Most of his clients come through referrals from other lawyers. Far too often, those lawyers fail to appreciate that they need someone who practices in the area every day. Instead, they try to handle a matter themselves. After doing the […]
/wp-content/uploads/2017/04/Depositphotos_4019076_m-2015.jpg6701000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-13 08:00:522019-02-12 15:31:53Will you clients and contacts think of you first when they need help?
A reader recently sent in a question following this article about finding ways to stand out from other practitioners in your field. After outlining several potential points of differentiation, this general litigator asked, “I just can’t figure out how to make myself stand out in a town with thousands of attorneys. I write, I speak, […]
/wp-content/uploads/2019/02/Depositphotos_12630379_m-2015.jpg7501000Julie Fleming/wp-content/uploads/2015/09/3179291.pngJulie Fleming2019-02-06 08:00:032019-02-05 11:27:14How do I choose the right differentiators?
This week, I’d like to share some thoughts on determination. Business development is not a one-time effort. It isn’t rocket science, as the saying goes, but it does call for sustained effort over a long period of time, especially when things aren’t going quite as well as you’d like. And that requires determination. I could […]