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Ackert Blog

Do You Make These 3 Mistakes When Coaching Lawyers?



Business development coaching is the #1 most effective method of growing law firm revenue, according to a recent market-wide study of legal marketers. 

But despite its overall effectiveness, not all coaching is created equal.

There are a...


How to Ask for More Money

It’s right around this time of the year when firms send out a customary announcement informing their clients that their rates will be increasing in the New Year. The process can be stressful for those who fear that their clients will react...


How to Manage Client Satisfaction

It is natural to assume that the key to client satisfaction is good service. After all, once a new client experiences our expertise, they typically come back for more. In time, we come to see them as “regulars” - part of our stable of clientele...


Why Empathy is a Critical Business Practice

It seems like the jerk factory is producing more and more nasty people every day. This is especially evident in a transactional or adversarial business environment where the ultimate objective is to win, as profitably as possible, often at the...


Hidden Gold in Something Old

Do you see that? It looks like a shiny new opportunity. And once it catches our eye, we become fixated on it to the exclusion of anything else. There’s nothing we welcome more than a referral to a new prospect or client. But we often neglect the...


How to Thrive in an Overcrowded Market

Commoditization is the byproduct of an overcrowded marketplace. In other words, you have so many competitors that your clients can afford to be fickle. Don't worry; you'll survive it. But if you want to thrive, there are only two courses of...


A Business Development Lesson from Delta

Last week I was sitting in an airplane waiting for it to take off. Delta played its customary safety video to prepare me and my fellow passengers in the unlikely event that we should lose cabin pressure. In the video, an oxygen mask dropped out...


How to Explore a Business Relationship with a Personal Friend

We all find ourselves in that tricky position from time to time: We learn that a longtime friend or relative is also a prospective client, but we don’t broach the subject of engagement for fear of damaging the relationship. "They know what I do...


How to Turn Your Clients into Friends

Over the years, I have had the good fortune of befriending some of my clients (and prospective clients) to the point where we have developed a genuine affection for one another. So much so that if one of us were to dramatically change career...


Talk to Strangers

Your mother was right. If you don't brush your teeth, you'll get cavities, and too much television will turn your brain into mush. But there is one piece of advice that you're better off disregarding because you absolutely should talk to...


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