Why market on price?
There’s no doubt that price is a factor in most buying decisions. However, price is not the only factor, and it doesn’t have to be the most important factor. Consider this: If you want to command a higher fee, deliver extraordinary quality, convenience, service, and value. How to do that is a long conversation. How […]
Do you need a CRM?
Relationship development is a key part of any business development initiative. That’s why we put so much effort into meeting new people, getting to know them, and following up with them over time. But how do you gather and track the relevant must-know information about your contacts? Enter the CRM: the Client (or Customer) Relationship […]
Lessons from an airline
Airlines have been in the news quite a bit lately, and not in a good light. As I was scanning Facebook recently, I ran across this article sharing a 2015 story about a Southwest flight that had pulled away from the gate when a passenger’s husband called the airline trying to let his wife know […]
To connect with potential clients…
Knowing how to approach a conversation with a potential client can be a struggle. You want to know what his or her concerns and objectives are, but how do you make sure your potential client understands what you’re about and why you’re the right choice to handle the matter? Here’s the best two-sentence guideline I’ve […]
To get the big biz dev project done…
One truism about practicing law is that there’s never quite enough time. That’s especially true in two business development-related instances: When you’ve succeeded in securing a substantial amount of new work and you have to figure out how to get the billable work done without losing biz dev momentum, and When you’re working on a […]
Activity or achievement?
Here’s a quote for you to consider. Sometimes when I speak with lawyers, especially those new to business development, they share all the steps they’ve taken…And I’m left with one essential question that I always ask in a more diplomatic way: So what? Activity is critical, of course, since accomplishment can exist only through activity […]
Join your clients’ team
Don’t you love it when someone else is genuinely interested in your success? We all do. And we all know when interest is genuine, as opposed to when it’s self-motivated and faked. Genuine interest is tremendously appealing, while self-serving is off-putting and even alienating. Are you interested in your clients’ success? You don’t have to […]