Plans are important, but nothing happens without action!
It’s obvious that action is required to bring in new business, right? Sometimes, though, you have a great justification for not acting… When everyone is out of town or busy, when you’d like to get started with networking but no available group feels like a good fit, when you just don’t know where or how […]
Find Your Weekly Minimum
What happens to your business development activity when you get busy? If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed – right to the point that they’re so busy they pause and start backsliding. […]
Obvious but ignored: rainmaking success requires action.
New behaviors, especially those that play out in public for others to see, can be difficult. We lawyers especially, who tend to fall toward the perfectionist side of things, perceived a high risk in trying something new. What if we fail? What if we look stupid? What if we really mess up? Recently, I took on […]
How Your Environment Affects Business Development
There are these two young fish swimming along, and they happen to meet an older fish swimming the other way, who nods at them and says, “Morning, boys, how’s the water?” And the two young fish swim on for a bit, and then eventually one of them looks over at the other and goes, “What […]
The clock never runs out on legal business development
Sports is a great teaching forum for lessons about business development. For a few examples, check these articles about sports lessons on my blog. In a Super Bowl XLVIII, the Denver Broncos’ fate was sealed by the beginning of the fourth quarter. There’s always some possibility that a team can make a comeback, but 28 […]
Would you prefer slow-yield or high-yield activity?
When you write and speak in your area of practice, you create objective evidence that you know the subject on which you were writing or speaking, and you demonstrate that others want to learn from you. Is that valuable? Absolutely. When a potential client or referral source compares two biographical sketches, one with a long list […]
Where do you stop yourself from getting results?
A few days ago, a colleague and I were swapping stories about our business missteps: the things that just didn’t work, and the things that were colossal, flaming failures. To listen to us, you might think that neither of us had a viable business, much less a successful one—but fortunately, that isn’t at all the […]