Managing Up
One of the interesting things about practicing law is that, until relatively recently, little discussion occurred about how to advance in practice beyond becoming a top-notch practitioner. Other skills have always been required (including, for example, the ability to communicate well and to lead well), and it’s quite clear that more is needed now. Client development […]
Work on your habits
So you want to grow your practice… What’s your focus? You could answer that question with many different right answers. This short blog post from Chris Brogan offers one answer: Focus on your habits. It isn’t rocket science to understand that your likelihood of success (in business development or otherwise) increases substantially if you have […]
Silence May Not Mean Satisfaction
You’ve probably heard it before: it’s much easier to source new business from an existing client than from a non-client. You may also know that many clients judge their experience based largely on the day-to-day interactions between you – how well you serve the client, in other words. Studies show that clients unhappy with the […]
Leadership and Self-Management
We often discuss leadership as if it is a state or quality that either exists or doesn’t. But the truth is that whether one seeks to become a leader or whether one is already serving in that capacity, leadership develops over time. A leader’s development tends to proceed through three stages. The first stage is […]
Leadership Skill: Anger Management
This is a true story. Trial had finally started. Richard listened patiently as Nathan gave his opening statement. When he finished, Nathan sat down at his counsel table. When Richard stood to offer his opening, Nathan crooked his finger to beckon Richard over. Motioning Richard to lean down, Nathan turned his body so they were […]
Legal business development: You’ve got to stand out.
All lawyers in any given practice area are a dime a dozen, right? Think about your own area. Who stands out in your mind? It’s likely (assuming you’ve been in practice for a while) that you can identify at least a few lawyers who catch attention. Maybe it’s the divorce lawyer who’s known for high-profile […]
Tend relationships to grow your practice.
I’ve been doing a tremendous amount of business development coaching recently, and I often tell my clients that rainmaking is all about relationships. I also tell clients that good relationships, personal or professional, should be nurtured – even that low-level employee of a corporate client may prove to be a valuable contact one day. This […]