How do you know your firm is successful? Most of us answer this question by examining our revenue history. If the firm did better last year than the year before (and the year before that),...

Ad hoc. That's the primary theme when it comes to most people's business development effort. When our schedule lightens up, we do some networking. When things get busy, business development...

Networking

Little known fact: Most office buildings provide a special room for private power-meetings with prospective clients. It's called an elevator.

I know, you're really busy. And in spite of your best efforts, the occasional email and voicemail will slip through the cracks.

Networking Business Development

When I speak to groups of lawyers, I often ask for a show of hands to this question: "How many of you regularly ask your clients or referral sources for business?" Consistently, only 10–15%...

If you're a regular reader of this blog, you know that I write a lot about what you can do to improve your business development. Do this. Do that. Get more clients. Grow your book of...

Professional networking is crucial to successful business development, but it is often an aimless, inefficient endeavor. It mostly consists of strangers in suits making small talk over...

Networking

I smiled when I saw Frank's email pop up in my inbox. The subject line read "lunch." It had been roughly three months since he and I had seen each other, and he was building his net.

It is much harder to acquire a new client than it is to keep an existing one. That’s why it’s critical to do everything you can to improve the loyalty of your clients. Some would argue that...

One of the most salient insights we learned from our recentmarket-wide studywas that not all business development training is created equal. Different firms, practice areas, industry...