Or maybe your brain is working against you.
In recent weeks, this newsletter has asked how committed you are to business development and how being busy does and should affect your business development activity. Both important questions, but… What if your brain is working against you? Prompting you to focus on urgent but less important tasks while shelving important but not urgent tasks — those […]
“But I don’t have time!”
Have you ever complained about business development activity because you just don’t have the time? Might as well admit it: this is one of the top objections I hear and observe. I’ve even had this complaint myself. But here’s the sad truth: it doesn’t matter. You know that already. If you don’t have time to […]
How committed are you?
Be committed. What’s the first thing you think when you think of commitment in the context of your business? Without commitment in three particular areas of business, success is unlikely. Commitment to succeeding in the business. What’s your backup plan if your business doesn’t prosper? Some professionals (especially the risk-averse, like lawyers) need to have […]
The art of the ask: how to ask for business (and when not to ask)
How do you ask for business? We all know intuitively (or through training) that those who don’t ask typically don’t get business. However, many lawyers are reluctant to ask explicitly for business, and rightly so. A flat request can disrupt a relationship if the answer is “no,” and, under some circumstances, asking can even be […]
Track Your Results, Grow Your Practice
My clients often tell me that they don’t need to track rainmaking results, that they just know what’s working and what isn’t. Keeping records may seem inconvenient and unnecessary. In reality, though, simple tracking will help you to get better results in business development. If you’re getting new business, you know something is working, but […]
Productivity thrives in a clear mind
Have you ever had one of those nights, when you doze off only to be jolted awake with worry about something you need to do? Or caught yourself thinking “as soon as I get back to the office, I’ll send that email to the client,” only to realize hours later that you didn’t do it? […]
Threat or opportunity? It’s all about perspective.
Most businesses do some sort of year-end review and lay plans for the next year. Many client-based businesses slow down a bit at the end of the year, and you have two choices: coast along, or use the downtime to your advantage. Surely you can guess which approach I’d advise! When you sit down with […]