Pipeline Tips

It’s December. You need a break. Besides, your clients and prospects are generally unresponsive as they focus on internal year-end deadlines (and holiday party hangover recovery). Might as well put your business development on hold until next year,...

As the end of the year approaches, marketing budgets are being allocated and line items are getting approved or (more probably) slashed. If your department is less-than-fortunate, your marketing budget might actually be raided in favor of other,...

Many people think that because they have spent a few years developing expertise in their field, they will be able to attract clientele in short order. But they soon come to learn that business development is pretty darn hard.

Throughout the US, Americans are either celebrating or mourning this week's election results. (I have yet to encounter anyone who is indifferent.) Like most of the country, your clients did not anticipate Trump's win and now they must consider how...

It’s been a while since I’ve been on a first date, but I remember well the awkward timing issue of the follow-up. Many of my buddies insisted on the “two day rule,” so as to strike a balance between seeming too eager or too aloof. If they wanted to...

Chances are, your firm either has CRM or is considering an implementation in the near future. However, there is a unique paradox at law firms: oddly, the most effective salespeople (the lawyers) are reluctant to use a sales tool like CRM. For this...

Client service is the lifeblood of any healthy practice and should always be our first priority. But it's all too easy to become consumed by the deluge of emails and deadlines that define our frantic days. When we finally lift up our heads to...

This Monday I was profiled in the local Business Journal. Already, the article has helped me reconnect with several key people in my network, including a significant referral source. The experience has been a great reminder that there’s nothing like...

For years, LinkedIn has allowed us to search for people. Now it allows us to search for what they've posted. Select "Posts" from the search field drop-down menu, type a topic of interest, and the results will include a list of relevant articles...

This week Americans enjoyed a four-day workweek thanks to Labor Day. While I appreciated the long weekend, I must confess I didn't give much thought to the significance of the holiday. In case you too need a refresher, Labor Day—established...