5 Ways to Identify Topics for Writing & Speaking
One of the best ways to build your reputation as being skilled in your area of practice is through content marketing. Offering articles, blog posts, presentations, and the like that are centered on your practice area and that share substantive information useful to your audience highlights your knowledge, adds to your credibility, and shares something […]
What can you learn from cell phone carriers?
Pop quiz: why are you a customer of your cell phone carrier? Take a second to answer. Got it? You likely gave one of these reasons: Your carrier is the cheapest (price) You’ve been with the same carrier forever with no reason to change (inertia) Your carrier offers an advantage that others don’t (distinction) Legal […]
Motivation and action
Have you ever caught yourself thinking about a task you need to complete and wishing you could just get yourself motivated to do it? That happens especially with tasks that don’t have a specific deadline, and even more so if the task isn’t one that feels like it comes naturally. Business development tasks are one […]
Make ‘em look good!
If there’s one single activity that should be at the center of your business development focus, it’s building relationships. How? Through personal meetings, telephone calls, emails, social media contacts, sending useful articles, sharing new resources, and more. There’s no single right way to establish, build, or maintain relationships, and the best growth strategies (which feel […]
Don’t be a stranger
There was a time when I had a pool and hired a contractor to close my pool for the season. My contact Pete (I didn’t know it at the time, but he’s also the owner) was terrific: he set the appointment, let me know exactly what to expect, told me what the cost would be […]
Clients aren’t property.
An interesting article to share with you: Law Firms Leaders’ Moneyball Mistake: Written by Steven Harper, author of the can’t-miss book The Lawyer Bubble, this article points out the problems with large firms’ “aggressive inorganic growth” via lateral hires. Harper quotes Group Dewey Consulting’s Eric Dewey’s observation that, “An attorney needs to bring roughly 70 […]
How do you establish trust?
You’ve probably heard some version of Bob Burg’s statement that “All things being equal, people will do business with and refer business to, those people they know, like and trust.” We tend to focus on getting known, we work to communicate in a way that increases the chances of being liked, but how do you […]