Client Service

It’s common sense: You’re better off harvesting the opportunities you already have than chasing the ones you could have. And yet, many of us spend an inordinate amount of time seeking out...

Networking

In a furious effort to win the networking game, we associate ourselves with various networking groups, we “never eat alone,” and we accept LinkedIn invitations from people we barely know....

Business Development

Eight words you never want to hear at the end of a meeting with a prospective client. Because in your gut, you know that it’s either a polite “no” or it’s a sign that Procrastination has...

Business Development

Not everyone can compete in the Olympics. You have to be better than good. You have to be excellent. Not everyone can be a rainmaker. You have to be better than good (your competition is...

Client Service

They signed your engagement letter. They paid your invoices. They even endorsed you on LinkedIn for your good work. You can relax now, they're yours. Client loyalty should be kicking in...

Networking

Step into that time machine in your brain and think back 5 to 10 years. Who made up your inner circle of clients, friends, and referral sources back then? Chances are, most of them are no...

Marketing

Most of us don’t put a lot of thought into branding. We assume that our key contacts understand what we do well enough to refer or cross-sell when appropriate.

Business Development

By this point, most adults with a child at home (or at heart) have seen Star Wars: The Force Awakens. During one of my favorite scenes, Han Solo asks Finn how he intends to infiltrate the...

Referral Sources

I know a lot of lawyers. But when I was out with friends the other night and one of them asked for a referral, John’s name popped into my head so I sent the business his way.

Networking

This season you will encounter the usual personality types at the various holiday gatherings you attend: the Narcissist who subjects you to a merciless monologue about himself; the...