“Welcome!”
I’m serving as an officer in the ABA Section of Science and Technology Law, and I’ve been on the planning committee for an upcoming conference that will be useful for many readers. So….. Please Join Us at the Third Annual Internet of Things National Institute in Washington, DC on May 9-10! We live in a connected […]
Listen up!
Business is the greatest personal development tool that exists. The moment you take responsibility for your work and for generating and serving clients, you become your own best asset. That’s why you must invest in yourself. If you don’t grow, your business won’t grow. Give that some thought the next time you’re faced with an opportunity […]
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 […]
Client care: the good, the bad, and the just plain ugly
Studies show that happy clients tell very few of their friends about great client care experiences, while unhappy clients tell (on average) seven other people about problems they experienced. I’d like to share three client stories that I’ve labeled the good, the bad, and the just plain ugly, each with lessons you can learn about […]
What makes you special?
Every professional has some skill, opportunity, or attribute that few (if any) others can access. You may have heard the marketing acronym USP, which typically stands for Unique Selling Proposition. A USP refers to those distinguishing factors. Identifying your USP is key not only to letting your potential clients know what makes you different and why […]
Why you MUST track your rainmaking results.
How do you track the results you get from your business development efforts? I recently spoke with a potential client and asked that question. Her response? “I don’t need to track my results. I know what’s working.” She had a $25,000 book of business, and based on our conversation, I suspect she could triple that […]
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 past […]