As you enter the final month of the year, you may look ahead to the next thirty-one days with mixed feelings. The good news: there will be numerous opportunities to socialize, rekindle...

Business Development

There's no way to take the sting out of bad news, especially when it comes from a prospective client who informs you that, in spite of all your wooing, the engagement simply wasn't meant to...

Time Management

You’ve been meaning to get around to it: writing a business development plan for your practice. Starting up that book club or poker night with a few clients and referral sources. Making a...

Networking

In a time when the typical contactdatabase lists over a thousand names, and active LinkedIn members have 500+ connections, the conventional thinking seems to be that whoever has the...

Emoticons are taking over the world. They have winked and smiled their way into our correspondence, from the classic semicolon-parenthesis in our inboxes ; ) to the cartoonish faces that...

Client Service

Dear Competitor,

As memorable as you are, you and your fellow 21st century earthlings live in an era when the constant bombardment of information makes it impossible to keep anything “top of mind” for very...

"What do you do?" This question is asked of us more often than any other in a professional context. Most of us respond with a high-level generic description of our profession. "I'm an M&A...

Many argue that the most valuable asset at their firm is the expertise profiled on their website. I beg to differ. It is only their relationships that translate into the work that keeps the...

If you google around for business development best practices, you will find a reference to the "7 touches” principle. The idea is that it takes an average of 7 meaningful interactions...