Why status quo is dangerous.
What’s wrong with 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. In […]
Decision or action?
Consider this short exchange: What have you decided to do to grow your practice? Are you actually doing it?
What’s every client’s favorite word?
On one level, clients are looking for different things as they choose and work with attorneys. Some want a budget provider who will do the minimum necessary or collaborate closely with in-house counsel or business people for DIY completion. Others want to hire the most prominent, best known, most expensive lawyers to appease the Board […]
How to write well for marketing purposes
Last week, I had two strategic planning sessions with private clients. As usual, writing (articles, blog posts or comments, newsletters, client alerts, etc.) featured prominently in both of the business development plans we created. And also as usual, my clients each asked why they should bother writing, when so many other lawyers are already writing […]
How you revive a neglected professional relationship.
Despite the best of intentions, it’s easy to let a relationship slide. You may not appreciate the value of maintaining professional relationships, or you may simply get too busy to keep up with an effective follow-up contact schedule and system. It’s all too easy to allow a relationship to atrophy. So… Can you resuscitate an […]
Biz dev is a marathon.
A friend recently ran her first marathon. She didn’t know how it would feel to run 26 miles, and she was concerned about giving up partway through if she started to feel too tired. She even used a marker to write on the inside of her arm, “Your mind will give up before your body. […]
The power of quiet selling
Susan Cain launched a national conversation about introverts with her 2013 book Quiet: The Power of Introverts in a World That Can’t Stop Talking, and that conversation continues three years later. Even the ABA Journal recently jumped into the introvert discussion with its January cover story Introverts in an Extrovert’s World: Most lawyers are introverted, […]