Keep Your Friends Close!
Surprise! Today’s newsletter is a pop quiz. Who are your best referral sources? List the top 10 right now. If you are a more junior lawyer in a law firm and don’t yet have your own clients, list the senior lawyers for whom you do the most work. How easy did you find it to make this […]
Do you have repeat business or loyal clients?
I have a quote for your consideration today: There’s plenty of talk about the lack of client loyalty these days, and much of that is well-founded. That doesn’t mean that client loyalty doesn’t exist, though. I’d suggest that the basis of loyalty is trust. When a client trusts that you will act in his […]
Progress or excuses?
One simple question for you today: are you making progress toward your business development goals… Or are you making excuses? Here’s the tricky part: progress doesn’t necessarily require massive action, and action doesn’t necessarily equate to progress. Take a minute and get honest with yourself. If you don’t like what you discover, do something different today. Making progress can be […]
Client service = Value creation
A key focus of your practice must be client service, not just to retain current clients (though that’s critical) or to expand those relationships (though that’s desirable) but also to create a positive experience for your clients, one that may help to build your reputation. Client service creates client experience, and client experience creates value for your […]
Are you reactionary or responsible?
After I finished writing last week’s article on the relationship between the generative power of language and your business development activity, I found several other articles discussing a similar topic. I highly recommend you check Michael Hyatt’s 3 Ways You’re Giving Up Power with Your Words: How the Way You Speak Can Sabotage Your Success. […]
Take an entrepreneurial approach to your practice.
One of the keys to building a successful law practice is adopting an entrepreneurial approach, regardless of your practice setting. In other words, whether you’re a sole practitioner or the newest hire in a gigantic firm (or anywhere in between), you must recognize that you “own” your practice, and you must act accordingly. That means: […]
It isn’t what you said, it’s how you said it.
I confess: I’m one of the thousands and thousands of people who are thrilled that Netflix is finally streaming Friends. The early seasons were especially clever, taking all kinds of language out of context for comedic effect. (Stick with me, I do have a business development point here!) In one episode, Chandler accuses Joey of […]