Don’t make assumptions.
I ran across this quote recently: So true, isn’t it? And yet, we all tend to make assumptions. This client is thrilled with our engagement; this one isn’t. That target client is represented and is no interest in moving; that one understands the legal situation that’s cropped up and but can’t (or won’t) spend the […]
Two keys to biz dev perseverance and success.
Have you ever had the wind knocked out of your business development sails? That can happen when you expect to land some new business and it doesn’t happen, when you hit a few closed doors in a row, or even when you lay out your business development plan and feel exhausted just looking at it. […]
Why status quo is dangerous
What’s wrong with the status quo? Maybe nothing. But here’s what you need to keep in mind when you’re considering whether to make a shift of some sort: Status quo doesn’t get attention. Status quo doesn’t delight anyone. Status quo doesn’t get talked about. Status quo doesn’t feel fresh or tailored. Status quo… just IS. […]
Decision or action?
Consider this short exchange: What have you decided to do to grow your practice? Are you actually doing it?
What’s every client’s favorite word?
On one level, clients are looking for different things as they choose and work with attorneys. Some want a budget provider who will do the minimum necessary or collaborate closely with in-house counsel or businesspeople for DIY completion. Others want to hire the most prominent, best known, most expensive lawyers to appease the Board of […]
How to write well for marketing purposes.
Recently, I had two strategic planning sessions with private clients. As usual, writing (articles, blog posts or comments, newsletters, client alerts, etc.) featured prominently in both of the business development plans we created. And also, as usual, my clients each asked why they should bother writing when so many other lawyers are already writing on […]
Biz dev is a marathon.
A friend recently ran her first marathon. She didn’t know how it would feel to run 26 miles, and she was concerned about giving up partway through if she started to feel too tired. She even used a marker to write on the inside of her arm, “Your mind will give up before your body. […]