Mix Work & Play for Fun & Profit
Clients often tell me that they socialize with friends and acquaintances who would make wonderful clients and/or referral sources. And yet, no one wants to be that awful person who’s always shilling for business from social contacts, missing the “leave me alone” vibes. But what a waste to nod along with a zipped lip when […]
Get Out Of The Office!
The more senior and sophisticated your professional roles, the more likely your best thoughts about work won’t happen at work! They may happen on the vacation. And invariably people meet others to expand their network, and get new ideas and good information while socializing. And if you’re traveling it’s great to keep track of places […]
Must-Read Articles
I’ve found several articles that you can’t afford to miss this month. 1. Don’t Be a Dewey Dozen: Use This Checklist to Make Sure Your Firm Isn’t Dewey. Although this article is ostensibly written for AmLaw 250 firms, most of the points have validity for firms of any size. Your firm must be liquid, it […]
Consistency: The Hobgoblin of Mediocre Practices
Consistency is one of the overlooked attributes of a successful practice. Consider these three examples: 1. Consistency in business development effort tends to yield strong results. Of course it’s important to do the right tasks and to do them in the most effective way. Your outcome is often measured, however, not by the brilliance of […]
Watch Your Attitude
An excerpt from The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling Take note of the attitude you bring when you engage in client development activities. Do you dread them? If so, identify specifically what you dislike and find a way around it or a way to make the prospect more palatable. For example, John, […]
Set Yourself Apart
Sometimes I review lawyers’ marketing materials and get bored because “professional” is so often misinterpreted as a straightjacket. Everyone has “years of experience” that will “create value” for their clients through “excellent client service”. Important, necessary, but oh-so-very-dull, isn’t it? In today’s economy, if that’s all you can say about yourself and your practice, you’re […]
Lead Yourself First
We often discuss leadership as if it is a state or quality that either exists or doesn’t. But the truth is that whether one seeks to become a leader or whether one is already serving in that capacity, leadership develops over time. A leader’s development tends to proceed through three stages. The first stage is […]