Do you really want more clients?
Good news! The hard copy of Legal Rainmaking Myths is finally available for purchase. You can pick up your copy here. And if you’ve read Legal Rainmaking Myths or the second edition of The Reluctant Rainmaker, please share your review here or here, respectively. It seems obvious that growing your practice means you want to bring in […]
How your holidays can help you grow your practice
We celebrated Memorial Day in the US on Monday, marking the unofficial start of the summer holiday season. Children are out of classes, or will be soon, and many of us are thinking about slowing down a bit to enjoy more family time. It’s always a challenge to balance billable work with business development work with […]
When you’re “too busy” for biz dev
We’ve all been there, when work is so overwhelming that it feels like there’s no time for anything else. We make promises (it’ll be different when this project is done) and we make excuses (this matter needs my full attention and I couldn’t possibly shortchange my client by spending time elsewhere). Especially for reluctant rainmakers, […]
9 ways to fail in sales
I read a terrifically useful article this week titled How You Fail in Sales. Before you discard its relevance because of the word sales, remember that sales is partly persuasion (of any kind—see Daniel Pink’s To Sell Is Human for more on this) and partly conversation designed to discover a match between a potential client’s […]
Make the most of your marketing time
Being busy has become a national obsession, and it certainly affects lawyers. We seem to have two speeds: frantic and fearful because we aren’t frantic. We need to have a discussion about what might lie between these extremes, but an even more pressing question might be how to keep marketing going even when frantic. If […]
Is client loyalty dead?
This week, I’ve been reading Simon Sinek’s fantastic book Start with Why. (I mentioned him a few months ago in connection with Good Life Project podcast about purpose. This quote jumped out at me: There is a big difference between repeat business and loyalty. Repeat business is when people do business with you multiple times. […]
How you earn your fee
“There’s a lot of conversation now about fees… Whether the billable hour should live or die and how to innovate ethical and effective fee arrangements, just to name two hot topics of discussion. Here’s my question: What value do you bring to each hour of your day? How can you increase your value to your […]