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 […]
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. […]