As much as I enjoy parties, my affinity for them diminishes when the attendees are strangers and the agenda is all business. But networking mixers are an unavoidable part of business development, so here are 5 tips to help you make schmoozing more...
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LinkedIn Endorsements are a mixed bag. On the one hand, they provide a picture of the "Skills" your connections think you possess, which provides insight into how well you are branding yourself to your network. On the other hand, they can paint a...
It's perplexing, I know. Your prospective client looked you in the eye and told you the signed engagement letter would be in your hands by the end of the week.
That was two months ago.
Now, after your friendly reminders were ignored, your...
They mean well, those contacts who send introductions connecting you to some random stranger in their network. The email usually looks like this: “I was recently having lunch with Joe. He is a transactional real estate lawyer. I thought since you’re...
Let's face it—you don't know where your next piece of business will come from. It could be a referral from someone you’ve known for years. It could be a random phone call from that lady you met in line at Starbucks. Your next engagement could come...
There is often an inherent conflict between being productive and being proactive. When our days are consumed by client demands, nonstop emails, and internal meetings, it can be nearly impossible to find the time for self-development. How ironic...
The demands on legal marketers seem to escalate every year. Aside from the intrinsic challenge of coaching lawyers, marketers must also find ways to differentiate their firms in an increasingly competitive business environment. Then there’s keeping...
When it comes to effective business development, one of the most important disciplines is consistency. You have to consistently maintain a sharp focus and a sharper appetite.
“I don’t understand why I’m not getting referrals from the big firms anymore,” my client said. He’s a successful litigating partner in a mid-size firm whose book of business isn’t what it used to be. “After all, I do good work and I don’t poach...
