Productivity

When it comes to effective business development, one of the most important disciplines is consistency. You have to consistently maintain a sharp focus and a sharper appetite.

Referral Sources

“I don’t understand why I’m not getting referrals from the big firms anymore,” my client said. He’s a successful litigating partner in a mid-size firm whose book of business isn’t what it...

Competitive Intelligence

Anyone who takes business development seriously has a list of names. Perhaps it consists of referral sources, key clients, prospects, or a combination of the three. It lives on a legal pad...

Client Service

If you do good work, sooner or later you will have a short list of loyal clients. They are easy to spot: they actually go out of their way to thank you for your help, they pay your fees on...

Business Development

Your prospective client must be very busy because they haven't responded to your follow-up email. You don't want to be a pest, so you assume that either they will come up for air and...

Productivity

Our overwhelmingly busy lives require that we make difficult decisions when it comes to prioritizing our time. There's no better evidence of this than our email inbox.

Referral Sources

Given the number of critical projects on your to-do list, it can be easy to let minor tasks fall through the cracks. But maintaining a consistent flow of referrals is not so minor when you...

Personal Development

A perfectionist will tell you that their tendency towards high standards is a virtue. But there is a connection between the unrealistic demands many of us have on ourselves and the...

Referral Sources

If you were in the business of making widgets, you’d have a sales team, and your survival would rely on their performance. You would educate them about your widget so that they could sell...

Social Media

Ah, LinkedIn. It provides a seemingly inexhaustible number of professional connections, interactions, and business opportunities, yet most of us still don't know what to do with it. Perhaps...