Business Development Pipeline Management

In early June, I discussed the state of business development with a group of legal marketing and business development experts during a virtual session of the LSSO Global Sales Summit. They...

Business Development Post-pandemic Business Tips

In our first Post-pandemic Business Tips post,I shared how a recent encounter with a friend and client taught me to gauge a person’s physical contact comfort level before automatically...

Business Development

If business development is as essential to you as it is to me, you can appreciate my frustration. I would receive an introduction to someone who seemed like a valuable referral source or...

Business Development

In the coming days, Americans will either celebrate or mourn the results of the presidential election. (I doubt you'll encounter anyone indifferent.) The news will establish themes that...

Industry Trends

This year I was honored to be inducted as a Fellow into the College of Law Practice Management. The induction ceremonies occurred during the Futures Conference, where dozens of legal...

Business Development

Whether new to business development, or a weathered veteran, you will inevitably confront the challenges inherent to identifying opportunities and securing new work. Professionals...

Business Development Competitive Intelligence

Business Development

A warm sentiment can either be completely innocuous or the dynamic that adds meaning to our business and personal relationships. It's all in the timing.

Business Development Competitive Intelligence

Hi there. Remember me? If not, it’s not your fault. It’s my job to find creative ways to stay relevant and top-of-mind so that, when you come across an appropriate opportunity for business...

Marketing

We're advisors. We have advice to share. But if no one knows that, our intellectual capital sits in our heads collecting cobwebs.