Business Development 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...

I recently had the opportunity to interview productivity expert Jason Womack for my Practice Boomers program. I asked him how I could free up more time for business development (and sleep)....

This week we feature an article from blogger and sales trainer Adrian Miller on the value of repetition. As you read her piece, consider where your value proposition could benefit from some...

Networking Business Development

I was at a conference last week where the speaker had his audience's full engagement. Then he challenged us with a poignant question. The air thickened and the room went silent.

Business Development

I was at a conference last week where the speaker had his audience's full engagement. Then he challenged us with a poignant question. The air thickened and the room went silent.

Last week, one of my clients told me what he enjoyed most from our coaching sessions: nothing. It caught me off guard until he explained that as a managing partner of a busy law firm, he...

David Ackert will deliver the keynote address at the YPA360 semi-annual Networking and Educational Conference. His topic will be, "How to Make a Lasting Business Impression."

The idea is simple. People like sports, video games, poker, Monopoly, and just about anything else they can win—so why not attribute a win/lose dynamic to non-games too. It’s an emerging...

Business Development

The idea is simple. People like sports, video games, poker, Monopoly, and just about anything else they can win—so why not attribute a win/lose dynamic to non-games too. It’s an emerging...

“I went online and found your blog and your videos,” he said. This was a lawyer I’d recently met, and before our lunch he’d done some Googling. “If you ask me, you give too much away.” I...