Under pressure?
“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 […]
9 Ways to Fail in Sales
I read a terrifically useful article years ago titled How You Fail In Sales that still applies today. Before you discard its relevance because of the word sales, remember that sales is partly persuasion (of any kind—see Daniel Pink’s To Sell Is Human for more on this) and partly conversation designed to discover a match between a potential client’s need and your […]
Make the most of your marketing time
Being busy has become a national obsession, and it certainly affects lawyers. We seem to have two speeds: frantic and fearful. We need to have a discussion about what might lie between these extremes, but an even more pressing question might be how to keep marketing going even when frantic. You’ve no doubt heard that […]
Is client loyalty dead?
Simon Sinek has a fantastic book Start with Why. (I’ve mentioned him before in connection with the Good Life Project podcast about purpose. This quote jumped out at me: There is a big difference between repeat business and loyalty. Repeat business is when people do business with you multiple times. Loyalty is when people are […]
Identify the problem, define the solution.
When you aren’t achieving the results you want to see from your business development activity, you almost certainly have one of three problems. Identify the problem, make a thoughtful shift, and you will likely see your results change. (The difficulty, of course, is in knowing what change to make, but that’s another topic for another […]
Evidence-based business development decisions
Have you ever found yourself wondering whether to pursue one or another course of action for business development purposes? Absent a crystal ball, unfortunately, it’s often difficult to know in advance what will get you the maximum reward. But if you track your results, you’ll be able to use the simplest system ever. Here’s how. […]
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 […]