Why does your brand matter for building a book of business?
Corporations have known the importance of branding for years, and their brands sometimes take on a life of their own. Take Southwest, for example. NYSE stock symbol: LUV. Founded on exhibiting care for employees and customers, the Southwest brand is about being nice, straightforward, and creative. (See more about that and why it matters for […]
To Connect With Potential Clients…
Knowing how to approach a conversation with a potential client can be a struggle. You want to know what his or her concerns and objectives are, but how do you make sure your potential client understands what you’re about and why you’re the right choice to handle the matter? Here’s the best two-sentence guideline I’ve […]
To Get The Big Biz Dev Project Done…
One truism about practicing law is that there’s never quite enough time. That’s especially true in two business development-related instances: When you’ve succeeded in securing a substantial amount of new work and you have to figure out how to get the billable work done without losing biz dev momentum, and When you’re working on a […]
Activity Or Achievement?
Here’s a quote for you to consider. Sometimes when I speak with lawyers, especially those new to business development, they share all the steps they’ve taken, and I’m left with one essential question that I always ask in a more diplomatic way: So what? Activity is critical, of course, since accomplishment can exist only through […]
Join Your Clients’ Team
Don’t you love it when someone else is genuinely interested in your success? We all do. And we all know when interest is genuine, as opposed to when it’s self-motivated and faked. Genuine interest is tremendously appealing, while self-serving is off-putting and even alienating. Are you interested in your clients’ success? You don’t have to tell […]
Fierce Conversations: Achieving Success At Work And In Life One Conversation At A Time
Have you ever been in one of those deadly conversations in which a lot of words fly about and yet nothing happens? Or when decisions are made and strategies are crafted, but everyone sitting around the table knows that nothing will actually change because everyone is talking around the real problem? What a waste of time! Fierce […]
Observe Yourself To Improve
As a young litigation associate (about a million years ago!), I found tremendous benefit in getting feedback from a more senior lawyer who routinely observed my performance. The same was true as I moved into coaching, and even now, after more than fifteen years of coaching others, whenever I get feedback following observation, I always […]