Getting real about connections
He spent the first 45 minutes typing on his phone. My college friend Helen came to visit me recently, along with her partner of four years whom I’d never met. Tom pulled out his phone as soon as he sat down and kept it out for almost the whole evening. When we tried to draw […]
What’s really stopping you?
You’ll find information on how to land new business anytime you pick up a law practice management magazine. You can’t avoid advice and resources about business development. And maybe that’s a good thing. If all that information hasn’t helped you to develop your own method for securing new work, there’s something you need to figure […]
Want change? Think goal, not tactics.
What if you could make it easier to change your habits and meet your goals? That’s the promise of The Key to Lasting Changes: Think Goal, Not Tactic on the Harvard Business Review Blog. Elizabeth Grace Saunders. The post’s author proposes three steps to help “identify tactics that will actually work for you and keep your focus on […]
Legal Marketing: What’s today’s biz dev goal?
In the northern hemisphere, we’re looking forward to winter, while southern hemisphere dwellers are looking toward a summer break. Wherever geography may place you, at some point or points over the next couple of months, you’re probably going to be facing an even stronger than usual collision of work, personal commitments, and culture-driven expectations. It’s […]
Legal Marketing: How do you handle silent rejection?
It’s hard to hear “no” when you’re working to increase your visibility through speaking or writing or when you’ve asked a potential client for new business. But as difficult as it is, you probably hear “no” on a regular basis. In fact, if you don’t get turned down at least every now and again, you’re […]
What if small talk fails?
Relationships are at the heart of business development. That’s true regardless of the length of your sales cycle, meaning the typical amount of time required for a potential client to move from first encountering you to hiring you. It isn’t necessary to build a deep and personal relationship in all cases, but you do have […]
Do you think about what you’re doing?
How often do you think about what you’re doing? Probably more often than you should. Consider this quote: When it comes to business development (and practice in general), building good habits will help you to accomplish the tasks you want more consistently. For example, if you make it a habit to connect with a […]