Productivity

Somewhere in Hollywood, a screenwriter is writing that scene in which the cheating husband gets caught with his pants down and blurts out the classic line, “Honey, wait… it’s not what you...

Referral Sources

Quid pro quo. Tit for tat. Even Steven. It’s the ideal. But we can’t always reciprocate when a referral source sends us a new client. Most of the time, we don’t have anything meaningful to...

Coaching

For many firms, business development coaching and training initiatives are limited to ad hoc meetings between billable hours without much formal structure, accountability or long-term...

Networking

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...

Referral Sources

As you gather people into your professional network you will find that fellow advisors fall into one of two categories: Referral Sources and Resources.

Productivity

A guest post from Rebecca Nassi, JD, MA

Personal Development

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,...

Networking

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...

Business Development

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...

Networking

We all have a general sense of where we get our clients. When asked about it over lunch with a colleague, we say, "Oh, I get about half my new business from existing clients" or "I get...