Will You Give To Grow?
The Go-Giver (Bob Burg and John David Mann) and The Referral of a Lifetime (Tim Templeton) I’ve never reviewed two books in a single review before, but these two are such neat parallels in both style and message that I just can’t resist the temptation. The message of both of these short, quick reads is […]
Marketing Don’ts
Over the last couple of weeks, I’ve noticed that some lawyers are making mistakes that will undermine their efforts. These mistakes go beyond the five foundational business development efforts decsribed in The Reluctant Rainmaker that are so insidious. These are short-sighted decisions that may seem smart in the short-run but will cause great damage over […]
Sway
Sway: The Irresistible Pull of Irrational Behavior by Ori Brafman and Rom Brafman Nobody likes to lose. With our self-selection to be competitive and to be risk-averse, lawyers perhaps tolerate loss even less than others. According to the Brafman brothers, authors of Sway: The Irresistible Pull of Irrational Behavior, the more meaningful a potential loss […]
Rainmaker Renaissance!
April Showers Bring May Flowers Becoming an effective networker is mission critical to growing and sustaining your practice. Business development is not typically a “quick fix” activity; you can’t expect to meet someone today and get new business from that person tomorrow. (Exceptions do, of course, exist — but don’t count on them when the […]
Lessons From A Sommelier
Take Control of The Wine List Laurie Forster, The Wine Coach® Imagine this — You are seated at an upscale restaurant with one of your best clients and then handed a wine list thicker than a college textbook. You want to pick out the “perfect” wine to impress your client but everything looks like it […]
Master The Simple
A relatively new client who hired me to work on business development asked me this week about using Twitter and mobile marketing to push blog and newsletter content. Interesting idea, except that this client doesn’t yet have a blog or a newsletter! When I pointed that out, she pushed back at first, telling me that […]
The No [Censored] Rule
The No [Censored] Rule By Robert Sutton, Ph.D. Note: To avoid triggering filters, I’m substituting the word “jerk” for the censored word in the title. You can see the original in the image. Dr. Robert I. Sutton is a champion of the civilized workplace, created and maintained through careful enforcement of the no “jerk” rule. […]