I recently interviewed Barry Kurtz for Practice Boomers. The subject was “Niche Market Branding.” Barry is a well-known franchise attorney in Los Angeles — a brand that took him many years...

At the end of the day, we service professionals sell our smarts. We leverage our technical knowledge, our experience, and our ability to solve problems to provide value to our clients. And...

Business Development

At the end of the day, we service professionals sell our smarts. We leverage our technical knowledge, our experience, and our ability to solve problems to provide value to our clients. And...

I spent the morning following up on my list of prospective clients. In some cases, it was the third time I’d tried to reach them. I was starting to feel like a pest, and I was trying not to...

LA traffic took pity on me this week—I arrived 15 minutes early to a lunch appointment. My first instinct was to use the time productively and call someone. Three categories came to mind:

Productivity

LA traffic took pity on me this week—I arrived 15 minutes early to a lunch appointment. My first instinct was to use the time productively and call someone. Three categories came to mind:

I realize that I usually take the position of authority here. (After all, it is my blog.) But this week I need your advice. You see, I'm of two minds on this question: Is it appropriate to...

Networking

I realize that I usually take the position of authority here. (After all, it is my blog.) But this week I need your advice. You see, I'm of two minds on this question: Is it appropriate to...

We service professionals have a general sense of where we get our clients. We're often asked about it over lunch with a colleague, to which we reply, "Oh, I get about half my new business...

For the most part, your clients just don't get it. You did a great job for them. You saved them or earned them a lot of money. You delivered excellent service. And all they could think to...