Nine Ways You’re Losing Business (part 7)
Welcome to part 7 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 6 You’re invisible. How do people find you? Are you visible on your website, in publications (offline and online), as a speaker named in conference materials, at networking meetings, in organizations relevant to your practice, […]
Nine Ways You’re Losing Business (part 6)
Welcome to part 6 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 5 You’re Losing Business: You don’t know how to say no. If you don’t have firm guidelines that help you determine which opportunities to accept and which to decline, you’re losing business. That’s true on […]
Nine Ways You’re Losing Business (part 5)
Welcome to part 5 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 4 You’re Losing Business: You don’t invest in your practice. When I was growing up, I loved a Kingston Trio song called Desert Pete, which taught me the concept of priming a water pump, or […]
Nine Ways You’re Losing Business (part 4)
Welcome to part 4 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 3 You’re Losing Business: You’re indistinguishable from other lawyers. Very often, clients view one lawyer as essentially indistinguishable from another in the same area of practice. Especially for legally unsophisticated clients, a lawyer is a […]
Nine Ways You’re Losing Business (part 3)
Welcome to part 3 of a 10-part series, Nine Ways You’re Losing Business—and What to Do About It. Reason No. 2 You’re Losing Business: You don’t really see your clients. Sure, you see your clients. You have meetings with them, you talk with them by telephone or videoconference. But do you really see your clients? […]
You’re losing business, and here’s why
Last week I introduced a 10-part article that I’ll serialize in this newsletter titled “Nine Reasons You’re Losing Business“.. Here’s why you’re losing business… 1. You aren’t creating value for your clients. Let’s assume that you do good work from a substantive perspective and that you deliver that work on time every time. That’s a great […]
Nine Ways You’re Losing Business—and What to Do About It
A longer newsletter than usual this week, with three important sections. 1. A must-read article for those of you working in large firms: Pay Gap Increases Between Equity and Non-Equity Partners. Two brief excerpts will show you why you can’t miss this: “Equity partners averaged $971,000 in annual compensation, versus $338,000 for nonequity partners, according […]